Enabling Problem Solvers: Identifying The Impact Of The Problem

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