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Solution Scenarios
For many years, sales teams have been moving from a product focus to a solution focus. This means that the emphasis is on the customer and meeting their needs, rather than leading with the product's features and benefits.
Despite this ongoing shift, solution sales can be challenging in that one product can fill many different needs. While that is often true, our experience has shown that the solutions enabled by a specific product usually cluster around a few key Solution Scenarios.
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Once Solution Scenarios have been discovered, prioritized, and described in the Solution Scenario Analysis, you may want to consider how you will pursue the opportunities revealed. This offering considers market conditions, solution prerequisites, and sizing estimates to prioritize and sequence the Solution Scenarios. |
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Once Solution Scenarios have been discovered, prioritized, and described in the Solution Scenario Analysis, they can be used by Sales Professionals to start prospecting for opportunities. As opportunities are developed, your Sales team can use their own words to describe the solution, or you may use Envisica services to create customer ready messaging for the Solution Scenario.
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 Companies selling products and services typically work through a cycle in which they identify product opportunities, create a go-to-market plan based on these opportunities, communicate this plan to their sales force, and then execute on the basis of this plan. Companies utterly depend on successful execution, but that starts with accurate identification of product opportunities.
Envisica’s RightSelling Analytics Service offers assistance in identifying the best product opportunities by using Deal Scenarios that profile successful deals won by a company’s best Sales Professionals. Deal Scenarios capture components of that success in such a way that they can be replicated across the sales force. A Deal Scenario will typically include a profile of the customer, the product, and the sales team. The goal is to capture the RightSelling moment when the right product is correctly positioned at the right time to the right customer.
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