Solution Selling 2.0 ®

increase ‘win odds’ and sales revenues by: • improving opportunity qualification and disqualification • improving prospect targeting and messaging during business development having more consultative dialogue with prospective buyers • demonstrating quantifiable value of the organisation’s offerings • increasing the chances of winning competitive opportunities • more effectively negotiating during and at the close of an opportunity • using job aids that help salespeople align with buyers & improve the quality of information at all stages of a sell cycle reduce cost of sale by: • shortening sales cycles through maintaining control over opportunities • shortening sales cycles by gaining faster access to power increasing the efficiency in the use of company resources improve forecasting by: • improving opportunity qualification and disqualification • establishing win odds associated with reaching sales process milestones • consistently grading the status of opportunities in t