Comments on: Solutions Are Worth Nothing http://thefastgrowthblog.com/2010/05/20/solutions-are-worth-nothing/ Breaking Through The Barriers To Lead to Fast, Profitable Growth Thu, 26 Jan 2012 23:02:44 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: The Sales Focal Point | The Fast Growth Blog http://thefastgrowthblog.com/2010/05/20/solutions-are-worth-nothing/comment-page-1/#comment-7090 The Sales Focal Point | The Fast Growth Blog Tue, 19 Jul 2011 18:31:13 +0000 http://thefastgrowthblog.com/?p=2653#comment-7090 [...] most companies take a solutions (instead of a business results) approach, their focal point is often too low in the organization, and those who care, can’t do [...] [...] most companies take a solutions (instead of a business results) approach, their focal point is often too low in the organization, and those who care, can’t do [...]

]]> By: Avoiding a Damaging Sales Mistake (Part 1) | The Fast Growth Blog http://thefastgrowthblog.com/2010/05/20/solutions-are-worth-nothing/comment-page-1/#comment-3173 Avoiding a Damaging Sales Mistake (Part 1) | The Fast Growth Blog Thu, 10 Feb 2011 15:23:17 +0000 http://thefastgrowthblog.com/?p=2653#comment-3173 [...] a status quo purchase from you, they do the same basic things they did with their previous “solution.”  The status quo sale is aimed at addressing the issues/problems/worries in the [...] [...] a status quo purchase from you, they do the same basic things they did with their previous “solution.”  The status quo sale is aimed at addressing the issues/problems/worries in the [...]

]]> By: I Screwed Up | The Fast Growth Blog http://thefastgrowthblog.com/2010/05/20/solutions-are-worth-nothing/comment-page-1/#comment-2391 I Screwed Up | The Fast Growth Blog Thu, 16 Dec 2010 21:07:04 +0000 http://thefastgrowthblog.com/?p=2653#comment-2391 [...] Oh yeah – I never asked.  I got so caught up in the “clarity” of the situation, I completely messed up some of the most basic tenants of any sales situation.  Now to Mike’s partners I’m just a solution – and as I’ve written before, solutions are worthless. [...] [...] Oh yeah – I never asked.  I got so caught up in the “clarity” of the situation, I completely messed up some of the most basic tenants of any sales situation.  Now to Mike’s partners I’m just a solution – and as I’ve written before, solutions are worthless. [...]

]]> By: Building High Performance Sales Teams | The Fast Growth Blog http://thefastgrowthblog.com/2010/05/20/solutions-are-worth-nothing/comment-page-1/#comment-1826 Building High Performance Sales Teams | The Fast Growth Blog Sun, 21 Nov 2010 01:31:30 +0000 http://thefastgrowthblog.com/?p=2653#comment-1826 [...] provoke the awareness of problems, rather than provide solutions.  As I’ve written before, solutions are worthless.  To drive the demand and the margins, you need to be successful, you can no longer wait for [...] [...] provoke the awareness of problems, rather than provide solutions.  As I’ve written before, solutions are worthless.  To drive the demand and the margins, you need to be successful, you can no longer wait for [...]

]]> By: Doug Davidoff http://thefastgrowthblog.com/2010/05/20/solutions-are-worth-nothing/comment-page-1/#comment-912 Doug Davidoff Wed, 16 Jun 2010 14:21:34 +0000 http://thefastgrowthblog.com/?p=2653#comment-912 Dave, Thanks for the comment. I enjoyed your post on the subject as well. Dave,

Thanks for the comment. I enjoyed your post on the subject as well.

]]> By: The “Solution” is a Matter of Perspective :: PURE COOKE http://thefastgrowthblog.com/2010/05/20/solutions-are-worth-nothing/comment-page-1/#comment-909 The “Solution” is a Matter of Perspective :: PURE COOKE Mon, 14 Jun 2010 17:31:38 +0000 http://thefastgrowthblog.com/?p=2653#comment-909 [...] The “Solution” is a Matter of Perspective By The Sales Cooke “The goal of your sales and marketing efforts should not be to value the solution, but to enable your prospects and customers to identify, understand and value their problems.” ~ The Fast Growth Blog [...] [...] The “Solution” is a Matter of Perspective By The Sales Cooke “The goal of your sales and marketing efforts should not be to value the solution, but to enable your prospects and customers to identify, understand and value their problems.” ~ The Fast Growth Blog [...]

]]> By: Dave Cooke http://thefastgrowthblog.com/2010/05/20/solutions-are-worth-nothing/comment-page-1/#comment-908 Dave Cooke Mon, 14 Jun 2010 17:19:17 +0000 http://thefastgrowthblog.com/?p=2653#comment-908 To "enable your prospects and customers to identify, understand and value their problems." The first clear explanation of what value based solution selling means. It is not what we value, it is how they value their problems and identify a commitment to solving it. Well put. (Follow up post on http://salescooke.com) To “enable your prospects and customers to identify, understand and value their problems.” The first clear explanation of what value based solution selling means. It is not what we value, it is how they value their problems and identify a commitment to solving it. Well put. (Follow up post on http://salescooke.com)

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