Case Study: Solution, Consultative, Complex Selling - Part 4 of 4

Below is a real life case study that will illustrate the possible direction a sales opportunity can take. It would be helpful to read Part 1, Part 2, and Part 3 of this blog series for a complete proper context.,

Real life case study:

I will use one of my past sales to illustrate how a solution sale evolves into a consultative sale, then into a complex sale. In other words, a major sale.

I once served as the National Account Manager over a major account for a very large telecommunication provider. My client had a need for a more cost effective and reliable data network spanning hundreds of locations. They were using hundreds of dial-up modems. This was very problematic and expensive. They called me in and presented what I would call a simple or single problem that required a single solution.

Before I could offer a solid solution, I had to take off my sales hat and put on my consultant hat. I performed a detailed assessment and needs analysis. I performed extensive research of emerging technologies and methodologies. I tested my ideas and sought advice from our resident subject matter experts. I developed a high-level concept paper (overview) which included a brief problem and solution description for the latest data networking solution, a scope of work, level of effort, total cost of ownership, and return on investment.  

As a result of my findings and recommendations, my solution opened up a broad range of possibilities for automating and enabling greater levels of productivity and efficiencies for the client. This opportunity quickly turned into a complex sale, because I had to seek out value added partners that could provide the technology and expertise to fill in the gaps of an end-to-end solution.

This sale started out as a single source solution worth a million-plus dollars. In matter of a couple of months, it grew into a multiple source solution with several millions of dollars over many years.

If you need help implementing a program like this, consider contacting a sales consultant.

Share your experience by leaving a comment.

We have an entire integrated sales and marketing company at your disposal. How can we help you generate more business? Let's talk about making something happen for your company.

Carlos Diggs is Managing Partner at 360 Sales Focus, a full service sales and marketing consultancy. His LinkedIn profile can be viewed at www.linkedin.com/in/carlosdiggs. Reach Carlos at cdiggs@360salesfocus.com or 410.782.0360 or follow him on Twitter at www.twitter.com/360salesfocus.

Call us today for a free sales and marketing consultation and to receive a free copy of our integrated sales & marketing toolkit. 410.782.0360.