The Selling Podcast
Feeling stuck in a sales slump? Pipeline looking thinner than a supermodel on a juice cleanse? Want to grow your business faster than a startup funded by a lottery winner? Then buckle up, buttercup, because "The Selling Podcast" is your new obsession!
Join your seasoned (slightly graying but still very spry) sales pros, Mike and Scott, who collectively boast over 50 years of crushing quotas (and racking up enough airline and hotel points to live perpetually in a suite). They're not just here to drop wisdom; they're here to deliver a potent mix of "deep-ish thoughts and some truly mediocre advice" (their words, not ours... mostly) on everything from closing monster deals to navigating the wild ride of life.
Every week, prepare for unfiltered stories, battle-tested philosophies, hard-earned insights, and enough random tangents to keep you laughing – and learning! They even drag in some special guests (who usually offer the really deep insights, just between us) to elevate the conversation even further.
Whether you're a seasoned sales manager, a hungry rep grinding for commission, or just someone who wants to understand the human element of persuasion, Mike and Scott cut through the fluff with their signature blend of sharp sales strategies and hilarious banter.
Stop wishing for more sales, start getting them! Hit subscribe, join the conversation, and let Mike and Scott help you sell better, live better, and most of all... enjoy all of it!
The Selling Podcast
DEATH OF PRODUCT AND SOLUTION SELLING
Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution.
Because of all the information available, most customers already know what product will best fit their solution. Marketing plays a larger role and we will discuss that more next episode. This week Scott tries to convince Mike that playing matchmaker for the client and best solution is the way of the past.
Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge gaps for the buyer."
Here are a list of works that have been stated in this topic and will be referenced throughout the episode:
- https://hbr.org/2008/05/how-to-sell-services-more-profitably
- https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/whats-wrong-with-solutions-selling-and-how-to-put-it-right#
- https://hbr.org/2012/07/the-end-of-solution-sales
- https://jbarrows.libsyn.com/99-keenan-gap-selling
- https://accent-technologies.com/2013/09/05/traditional-solution-selling-is-no-longer-the-solution-that-sells/
While there is a small role for solution sales, the focus needs to be on proactively selling. This entails knowing your company's strengths and weaknesses and ensuring that these work with the customer's ideal solution.
Is Mike convinced and is "solution selling" really dead?
Scott Schlofman
Mike Williams - Cell 801-635-7773
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