Selling Industrial Solutions

should not be so painfull:

build your playbook

with our step by step workshop

Little nightly thoughts
by Business Exploration

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Selling industrial solutions should not be so painfull.

But we struggle:

  • when we enter a new market,
  • when we launch a new venture,
  • when we are used to sell to someone else.
  • ...and also every time we sell, and the market or the buyer have changed their behaviors.

The problem comes when we have to tell our team how to do it.

In B2B they will need to consider a great number of factors:
the customers know their job and competitions is not sleeping.

We are the coach of the Sales Team, we put them in the job, and they expect our instructions.

If building your Strategic Selling Playbook is giving you some headache,
continue reading...


What is Strategic Selling:

Before to talk about the Strategic Selling Playbook, let's have a common understanding of what is Strategic Selling.

Strategic Selling is an approach to sell, that focuses on helping the Customers to buy.

The goal of Strategic Selling is to define the processes and actions a sales organization adheres to, in an effort to land orders.

It’s designed to inform Sales Teams about:

  • how the company answers the customer's job-to--be-done,
  • how to beat competition and maximize price,
  • how to communicate to convince the customer,
  • how to reach the right prospects and help them adopt our solution.

All this information is condensed in the Strategic Selling Playbook that describes:

  • The Strategic Sales: all your sales activities when you are not with the Customer.
  • The Tactical Sales: all your sales activities when you are with the Customer.

The Strategic Sales Playbook index:

The Playbook shall help the Sales Team answer 2 key questions every Buyer has:

Why Us:

  1. Who
    The target customer segment, that belongs to our community
  2. When
    Customer uses our services to do a job, in a specific occasion
  3. Where
    Customer was doing fine in the old world, but now it is a new world
  4. Why
    Customer’s old assumptions do not work in the new world
  5. How
    Customer can get a specific benefit, using our novel approach
  6. What
    The unviable alternatives to our novel approach
  7. While
    The competing approaches not suiting our customer's preferences

Why now:

  1. FAQ
    The instructions that help our customer’s organization to buy from us
  2. POC
    The first Point of Contact between us and the customer
  3. Symptoms
    The evidences customers can see, hear and smell about the problem
  4. Problem
    The customer's visual experience of the problem
  5. Feeling
    The strongest reaction to customer visualization of the problem
  6. Funnel
    The 4 probing questions that the customer needs to answer

After you helped your Sales Team give these answers,
then you add all the remaining activities, specific for your business model.

In case you need a hand drafting the answers,

you may want to give a look to our Strategic Selling Workshop

Our Workshop

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