ClosureIQ

  My experience with Solution Selling and how it helped us sail through the COVID-19 times! Smart buying is taking over in the 21st Century. We all have an amazing tool called the “Internet” that enlightens and guides us with unlimited knowledge at our fingertips, leading to better decision-making regarding problems' solutions. So, how does a Salesperson go ahead with Solution Sales in the first place?  — The answer to this is by probing! The more a Salesperson probes, the better chances he has to know the pain point (problem) that his prospect is facing. What’s Solution Selling? When it comes to Solution Sales as a Selling method, let’s read how Wikipedia explains it. As per  Wikipedia , “Solution selling is a  sales  methodology. Rather than just  promoting  an existing product, the  salesperson  focuses on the customer’s problems and addresses the issue with appropriate offerings (products and services). The problem resolution is what...

What's BANT? BANT is a sales qualification method. BANT stands for B = Budget, A = Authority, N = Need, T = Timeline. It was introduced by IBM to help it's Sales team identify if leads were Sales Qualified or not. Here's what the  IBM website  has to say. A brief about BANT Budget - Does your solution fit the budget of your prospect? On a Sales call, a metric to qualify a prospect by the means of knowing the budget of the prospect is crucial and helps a salesperson determine whether or not the prospect has the budget to buy your solution or product. 2. Authority - Is your prospect a decision maker/ stakeholder? A qualification metric that comes into purview under BANT, is to understand if the prospect is the decision-maker or not. 3. Need - Are you catering to the pain point of your prospect? This metric helps in understanding a prospect's pain points better, which then leads to  solution selling . 4. Time - How soon will the prospect actually give you a green flag? Kno...

Is it not always better to see before you buy? Whenever you're out to buy software or a SaaS solution for your organization, I am sure a thought came up in your mind which would suggest you see/ experience the software before taking the next steps! Now, that's where product demos come into the picture. Here's what's covered in this article➖ What's a sales demo? What's a product demo and how is it different from a Sales Demo? Who provides a demo? Why is demo a crucial step in a B2B SaaS model? When do you provide a demo? The medium of a demo call? Do's on a demo Don'ts on a demo Your personal checklist Closing that demo! What's a Sales demo? A presentation wherein the value/ impact that your product/ service holds is showcased to a prospective client is generally defined as a sales demo. The main inclusions in a sales demo is a presentation of capabilities & core features where closing a deal is the main call to action. What's a product demo a...