Dave Guide: Product Sell VS Solution Sell:

 

Dave Guide: Product Sell VS Solution Sell:

I have a passion in both areas, I try to learn those from both the areas. Both of them are really important from any IT Service Organisation who wish to be known in the market.

I would define the tile as below:

Product sales is Easy to Sell Then to Say, Solution sales is Easy to Say Then Sell

Let me know how many of you agree. I have worked in both kind of organisations hence I would say the above. By the way “I didn’t mean any and all product in the market”, “Ya please do not misunderstand any an all product, I am talking about Majorly Accepted Technology brands.”

 During my 15 years of working experience I had come across many types of organisations that would like to be in the space of IT Organisation. The quotes do not go that easy as I had mentioned above. It takes lot of efforts to mention the same with my understanding so that you all can relate.

How does the above quote differentiate?

 Product:

  1. Organisations with product sales are called as box movers. Their ultimate goal is to sell as much boxes as possible.
  2. Those organisations brand does matter.
  3. However, the brand is they would like to sell those and look forward to be exclusive partner for those boxes
  4. They want their sales people to be well aware about product in and out to make sure they understand more to sell more
  5. They try to build channels to make sure they have extended arms across region or global
  6. Finally, sales people are robots who would sell those boxes day in and out
  7. Technical teams are always on toes as they see lots of boxes moving around
  8. They as well are robots, they do what is told, nothing creative. (It depends on organisation what type of team they envisage to be within organisation)

You wont believe they are at their best only if they stick around, they would move around organisations with same sales verticals. They can’t sell solution they cant even envisage to look further to boxes. 😉 Pssst “in case if they would wish to move to IT solution selling organisation they would mess up their gut feeling”. (By the way this is my personal experience).

Solution:

  1. Organisations that sell solution are always at the mercy of product organisations (Brands).
  2. They have to build solution across brands and present to customers
  3. Talking about solution is much easier then implementing.
  4. If organisation does not have specialised team for execution then the organisation is as at the mercy of brand principles
  5. Sales or Marketing in solution organisation does not see sun rise if they don’t educate themselves
  6. Actually for solution oriented company does not need sales or marketing people to sell solution.
  7. Those organisations need Techno Sales team; they are the one who develop ideas to sell solutions
  8. Before all, Solution based organisations has to excel step by step rather then taking all and everything in one basket

Sales people in Solution organisation can survive in any IT organisation. As they are well aware about their surroundings. They have been working in and around difference products (Brands) have been designing and discussion with customers. They are the best of breeds to understand customer (End Users) requirements.

The most beneficial people in solution based organisation are the technical team. They get a chance to make their hands dirty on any technology. 😉 Pssst, “Head of service or solution should be able to sell any solution they would wish their technical team to work on. Build their solution portfolio but make sure they have excellent technical team to support them”

 By the way in both kind of organisations the team members who benefit a lot are 🙂

Any guesses  🙂 Technical team or so called deployment team. They would survive in any kind of organisations, provided they would like to learn more excel in their stream.
Let me know your thoughts on the above topic what do you all think??

July 30th, 2015 by