Solution Selling with Helen Blake Part 2

Solution selling is all about staying on the client’s agenda.
Clients want sales professionals who want to understand; to ask
the difficult questions - creating insight beyond their current
understanding. In this podcast I am joined by Helen Blake CEO of
Futurecurve, Helen describes her unique model called the Value
Pyramid. Selling large scale transformational deals requires its
own set of skills, different from selling commodities further
down the value pyramid. There is no generic sales presentation or
playback but what is required is the skill to have deeply
engaging one-to-one exchange of ideas and insights that moves the
client to engage with them.