Product to Solution Sales

Move from Product to Solution Sales

Customers in every industry are increasingly calling for “Solutions not products”. Delivering solutions allows companies to deliver greater value to customers, form stronger customer relationships, create more sales opportunities, increase deal sizes and layer higher-margin services onto their product portfolios.

It’s an attractive proposition on all sides. But moving to a solution sales model brings its own issues, and it’s not appropriate for every sales organisation. And what is a solution sale anyway?

Where business strategy calls for or justifies a solution sales process, sales teams should be carefully transitioned to the new model. A solution sales model requires very different sales skills, client engagement, business awareness, sales processes and management expertise.

Achieving this often involves significant change to a sales department. If the change is well-managed, then the financial, marketing and customer-relationship rewards are great. If the change is poorly managed, or worse if the assumption is made that no change is needed, the results can be disastrous.

Sales forces should not be expected to move from a product to a solution sale without significant change and support from many other areas of the company.

With direct experience selling low-priced transactional products through to billion dollar global outsourcing solutions, LoganLea understands when and how solution sales models are appropriate, and how to move sales forces and organisations from a product-sales to a solution-sales model. Using our extensive previous experience, our clients improve their solution selling effectiveness, minimise disruption and de-risk their change programmes.

If your business strategy calls for a move to a solution sales model, if you are considering your options or if you have already started moving, call us now to discuss how we can help.