• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Enabling Problem Solvers: Identifying The Impact Of The Problem

Tamara Schenk - 25 April 2019

Thanks to all of you who shared your thoughts, experiences and feedback regarding my recent blog about sellers as problem solvers. The main feedback was centered around a) the problem is really small; my buyers just want a quick fix such as a new piece of software, b) buyers don’t appreciate our value stories and c) our marketing department thinks that this is way too complicated. Today we’ll focus on a and b.
Let’s quickly recap the background before we go into details.
Our 2018 Buyer Preferences Study found that modern buyers perceive salespeople as just salespeople (product pushing) rather than as problem solvers. Asked about the top three resources they turn to when they have to solve a business problem, salespeople only ranked at number nine, with 23%!
For sales enablement leaders, equipping salespeople to become problem solvers is a key challenge that goes way beyond tailored value messaging and traditional selling

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative