Solution Based Selling Framework and Steps v0.1
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This document outlines a solution selling framework and steps for presenting an IT solution to clients. It includes sections on summarizing the solution, identifying the business challenges it addresses and opportunities it provides, providing an overview of the solution and its value proposition, reviewing competitors and pricing, making the business case, and providing sales materials. The framework is intended to guide a sales professional through explaining an IT solution and securing deals with target clients and industries.
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Solution Based Selling Framework and Steps v0.1
- 1. Name Sandeep R Singh IT Strategy,Sales and Enterprise Architecture Consultant [email protected] https://www.linkedin.com/pub/sandeep-singh/4/52a/136 Solution Based Selling Framework and Steps
- 2. Agenda 2 1. Solution Summary 2. The business challenge and Opportunities 3. Solution Overview 4. Value proposition 5. Competitive landscape 6. Pricing and Deal Review 7. Business case 8. Sales Kit and Resources
- 4. <Solution> Summary one pager 4 1. Show high level solution concept 2. Show high level Solution Description 3. Show problems and benefits
- 5. Target Industries/Audience 5 1. Target industries 2. Identified Target Clients 3. Client Size & Geographic Scope 4. Typical Sponsors
- 6. THE BUSINESS CHALLENGE AND OPPORTUNITIES 6
- 7. Industry Challenges and Solution Rationale 7 1. Buy side problems and rationalize 2. Sell side problems and rationalize
- 8. Current Industry Processes and Pain Points 8 1. Current Industry Processes and Pain Points
- 9. Market Size, Trends and Opportunities 9 1. Capture Market Size, Trends and Opportunities
- 10. Making Case for Change 10 1. Current Pain Points 2. Value Proposition 3. Benefits of implementing the solution A. Strategic Benefits B. Operational Benefits C. Cost Benefits
- 12. Solution Overview and Components 12 1. Core Business Competencies 2. Key Features 3. High Level Solution Design 4. Functional view 5. Application Architecture View 6. Deployment View
- 14. Unique Selling Proposition 14 1. Competitive Advantage 2. Differentiators
- 15. Content 15 1. Case Studies 2. Industry Use case
- 16. COMPETITIVE 16
- 17. Content 17 1. Competitors 2. Competitive landscape
- 18. PRICING AND DEAL REVIEW 18
- 19. Content 19 1. Pricing and Commercial Models 2. Average Deal Size/Pricing/Cycle Time 3. Characteristic of the solution and Deal Size 4. How to size a deal (Rough Order of Magnitude Pricing)
- 20. BUSINESS CASE 20
- 21. Content 21 1. Financial summary – 5 year revenue by Commercial Model 2. Financial summary - Customer Profit by commercial model 3. Investment Timeline 4. Implementation plan
- 23. Content 23 1. Cheat sheet for Solution selling 2. Go to Market Strategy 3. Quick Reference Guides & Fact Sheet 4. Client Ready Presentations 5. Solution Brochures 6. Seller 7. Guides 8. Webinars 9. Portal links and resources
- 24. Name Thank You