<?xml version="1.0" encoding="UTF-8"?>
<!--Generated by Squarespace Site Server v5.11.81 (http://www.squarespace.com/) on Mon, 28 May 2012 09:15:29 GMT--><feed xmlns="http://www.w3.org/2005/Atom" xmlns:dc="http://purl.org/dc/elements/1.1/"><title>Solution Selling Blog</title><subtitle>Sales Training Improvement For Solution Sellers</subtitle><id>http://www.solutionsellingblog.com/home/</id><link rel="alternate" type="application/xhtml+xml" href="http://www.solutionsellingblog.com/home/"/><link rel="self" type="application/atom+xml" href="http://www.solutionsellingblog.com/home/atom.xml"/><updated>2012-05-21T07:00:52Z</updated><generator uri="http://www.squarespace.com/" version="Squarespace Site Server v5.11.81 (http://www.squarespace.com/)">Squarespace</generator><entry><title>The Expert Buyer</title><category term="Commentary"/><category term="buyer behavior"/><category term="buyer-aligned"/><id>http://www.solutionsellingblog.com/home/2012/5/21/the-expert-buyer.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/5/21/the-expert-buyer.html"/><author><name>John Eades, Enterprise Sales Executive</name></author><published>2012-05-21T07:00:52Z</published><updated>2012-05-21T07:00:52Z</updated><summary type="html" xml:lang="en-US"><![CDATA[The “Expert Buyer“ has changed the way sales people have to sell. The “Expert Buyer” is knowledgeable, informed, and has a buying vision. They have no interest in a sales person “selling them”, but it doesn’t mean they don’t want the seller to add VALUE.
]]></summary></entry><entry><title>Always be closing (ABC), myth or reality?</title><category term="Commentary"/><category term="Value Proposition"/><category term="closing"/><id>http://www.solutionsellingblog.com/home/2012/5/16/always-be-closing-abc-myth-or-reality.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/5/16/always-be-closing-abc-myth-or-reality.html"/><author><name>Jens Edgren, CEO at Lindgren Partners</name></author><published>2012-05-16T07:00:10Z</published><updated>2012-05-16T07:00:10Z</updated><summary type="html" xml:lang="en-US"><![CDATA[My belief (supported by Keith Eades) is that good salesmen don’t have to close. The customer is so convinced that they will benefit from the solution that they volunteer to buy it. Why? They see a solution, not a price tag!
]]></summary></entry><entry><title>What Inside Reps need to Learn from Outside Reps</title><category term="Commentary"/><category term="Solution Selling"/><category term="inside sales"/><id>http://www.solutionsellingblog.com/home/2012/5/14/what-inside-reps-need-to-learn-from-outside-reps.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/5/14/what-inside-reps-need-to-learn-from-outside-reps.html"/><author><name>John Eades, Enterprise Sales Executive</name></author><published>2012-05-14T07:00:22Z</published><updated>2012-05-14T07:00:22Z</updated><summary type="html" xml:lang="en-US"><![CDATA[The numbers don&#8217;t lie.  15 inside sales reps will be hired to every outside sales rep over the next 20 years.  While this makes all the sense in the world because of the technology advancements such as (@webex, @pgimeettweet, @insideview, @salesforce) these inside reps can and must learn some lessons that outside reps do so well.
]]></summary></entry><entry><title>Getting Back to Fundamentals - No Pain, No Change</title><category term="Commentary"/><category term="Solution Selling"/><category term="buyer behavior"/><category term="no pain no change"/><id>http://www.solutionsellingblog.com/home/2012/5/9/getting-back-to-fundamentals-no-pain-no-change.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/5/9/getting-back-to-fundamentals-no-pain-no-change.html"/><author><name>SPI</name></author><published>2012-05-09T07:00:07Z</published><updated>2012-05-09T07:00:07Z</updated><summary type="html" xml:lang="en-US"><![CDATA[No pain, no change. It’s true. In straight vision creation (taking a buyer from Not Looking to Looking), until the buyer admits to a problem, there is little likelihood a strong sale is underway. It’s important that a formula for successful selling measures whether the buyer has admitted a pain – some relevant critical business issue. It’s a key element in successful selling.
]]></summary></entry><entry><title>Is it time to sharpen your axe?</title><category term="Commentary"/><category term="UK"/><category term="sales training"/><id>http://www.solutionsellingblog.com/home/2012/5/1/is-it-time-to-sharpen-your-axe.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/5/1/is-it-time-to-sharpen-your-axe.html"/><author><name>SPI</name></author><published>2012-05-01T06:00:38Z</published><updated>2012-05-01T06:00:38Z</updated><summary type="html" xml:lang="en-US"><![CDATA[It’s official! The UK has moved back into recession.  Whilst there is some debate about whether this is a statistical anomaly, what is certain is we are in a period of very slow recovery.  Although forward looking business confidence surveys suggest some ground for optimism&#8230;
]]></summary></entry><entry><title>Why SMB Clients Choose Solution Selling®</title><category term="Commentary"/><category term="SMB"/><category term="Solution Selling"/><category term="Video"/><id>http://www.solutionsellingblog.com/home/2012/4/5/why-smb-clients-choose-solution-selling.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/4/5/why-smb-clients-choose-solution-selling.html"/><author><name>Nick Maslanka</name></author><published>2012-04-05T14:30:00Z</published><updated>2012-04-05T14:30:00Z</updated><summary type="html" xml:lang="en-US"><![CDATA[We have put together a world class training program geared specifically to SMB’s. We utilize a tailored training approach based specifically on how our clients are selling and how their buyers are buying. This tailored approach allows SPI to speak to our client’s specific selling situations and the problems they help their clients solve.
]]></summary></entry><entry><title>The Value Perception Gap</title><category term="Commentary"/><category term="Value Proposition"/><category term="value"/><category term="value perception gap"/><id>http://www.solutionsellingblog.com/home/2012/4/2/the-value-perception-gap.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/4/2/the-value-perception-gap.html"/><author><name>Robert Kear, CMO</name></author><published>2012-04-02T13:00:52Z</published><updated>2012-04-02T13:00:52Z</updated><summary type="html" xml:lang="en-US"><![CDATA[In essence, the inherent value of the offering isn’t visible or tangible enough to stimulate action on the part of the buyer.  Either they aren’t buying at all or they are opting for an alternative; or they are unwilling to agree to a price point that is necessary to sustain acceptable profitability.
]]></summary></entry><entry><title>Physicians Expect Something Different</title><category term="Commentary"/><category term="Evidence-Based Solution Selling"/><category term="Life Sciences"/><id>http://www.solutionsellingblog.com/home/2012/3/26/physicians-expect-something-different.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/3/26/physicians-expect-something-different.html"/><author><name>SPI</name></author><published>2012-03-26T14:01:07Z</published><updated>2012-03-26T14:01:07Z</updated><summary type="html" xml:lang="en-US"><![CDATA[It’s no secret that the selling environment in the Life Sciences industry has changed and continues to evolve.  As regulatory and physician reimbursement changes take hold there is a fundamental shift in the business paradigm for healthcare providers. Sales Performance International has created a sales training program that blends the key aspects of Evidence-Based Medicine with Solution Selling.  We call this new approach Evidence-Based Solution Selling – you can learn more about it here&#8230;
]]></summary></entry><entry><title>Shift in How Companies Approach Sales Training: HR and Sales Ops Unite!</title><category term="Commentary"/><category term="Video"/><category term="business development"/><category term="continual learning"/><category term="shift"/><id>http://www.solutionsellingblog.com/home/2012/3/15/shift-in-how-companies-approach-sales-training-hr-and-sales.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/3/15/shift-in-how-companies-approach-sales-training-hr-and-sales.html"/><author><name>SPI</name></author><published>2012-03-15T12:00:55Z</published><updated>2012-03-15T12:00:55Z</updated><summary type="html" xml:lang="en-US"><![CDATA[Companies are trying to find ways to prepare sellers for the fundamental change in buyer behavior. One of the shifts that we have seen is the need for tight integration between organizational development teams and sales organizations. Defining sales roles and establishing expectations and success metrics for those roles is the key to establishing a desired future state for your team. Companies are starting to understand the concept that training is not a one-time event; it is a long-term journey to get your sellers from where they are to where they need to be.
]]></summary></entry><entry><title>An Interview with David Hughes, EVP Sales Performance Optimization Services, SPI</title><category term="Commentary"/><category term="Solution Selling"/><category term="Video"/><category term="improving sales"/><category term="sales pipeline"/><id>http://www.solutionsellingblog.com/home/2012/3/12/an-interview-with-david-hughes-evp-sales-performance-optimiz.html</id><link rel="alternate" type="text/html" href="http://www.solutionsellingblog.com/home/2012/3/12/an-interview-with-david-hughes-evp-sales-performance-optimiz.html"/><author><name>SPI</name></author><published>2012-03-12T10:00:23Z</published><updated>2012-03-12T10:00:23Z</updated><summary type="html" xml:lang="en-US"><![CDATA[Increasing the number of reps attaining quota and making sure the average deal size grows substantially, these are some of the drivers behind implementing Solution Selling®, it certainly was for me. One of the things I found most effective, is making sure you are able to profile the kind of salesperson who would be the best fit for Solution Selling®. We&#8217;ve been able to come up with a few attributes that really mark the “Eagle” in a potential salesperson.
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