Complex solution sales don’t need to be complex. We’ll help you see the forest for the trees, break your selling process down into its component parts, and make it scalable and repeatable.
Be Glad: Your Solution is Not as Unique as You Think
Many businesses with complex solutions spend months – if not years – applying their technical expertise to build out and deploy their service. It’s understandable, then, why they would question how we could possibly come on board and learn all about their product or service in a matter of weeks. A complex service or product may even seem at odds with a simple and effective sales process. Don’t worry; we’ve done this a lot of times.
As founders, you’ll tend to be very close to your solution. You built it, you know it inside out, and you’re steeped in all of its features. That’s great and we’ll need those details, but not immediately. You see, in sales we like to keep things simple. So simple, in fact, that we think of solutions in binary terms. There are only two types of B2B businesses: the ones that reduce expenses, and the ones that increase revenues.
We’ve been selling complex technical solutions for 20 years. Our Sales Leaders come from technical backgrounds. You would have to be incredibly, off-the-charts unique to confuse us. In fact, you really don’t want to be that complex, so you should hope you’re not. If it’s that hard to understand what you offer, then how will your customer ever understand it?
No One Wants to See the Sausage Being Made – They Just Want the End Result
For Add1Zero clients, the value proposition is simple: we just want to make you more revenue – and we want to do it in a way that’s as simple and straightforward as possible. Why? Because simple is scalable, and you can’t 10x your business if it’s too complex.
Let’s use ourselves as an example:
In the process of making you more revenue, we might create an operations solution for your business that involves extremely complex hidden features, such as setting up your CRM to run 27 different email sequences that trigger at different times and all have different scenarios associated with them.
We don’t need you to understand exactly how that system was built or how it runs. In fact, if we “sold” you that you’d never bother talking to us. You just want to see the results it brings, and those are the statistics we’ll show you. In other words, you really don’t care about the features. You care about the value: more revenue.
You don’t want to see the sausage being made. You just want the end result, and in our world, that end result is more money. Your customers feel the same way. They want to be sold on the value, not the features.
How Technical Experts Can Work as a Tag Team During the Sales Process
Ultimately, are there super-technical concepts we don’t understand? Of course. But we don’t need to; what we sell is the ability of your company to implement whatever technical thing you do.
When we pitch a new solution to your potential customer, there are multiple stakeholders who need to say “yes” in order for the sale to proceed. When we sell your technical service, there are often four or five people deciding whether or not to buy it from your business. The technical representative on that committee is not usually the one who gets to make the buying decision, but they have the power to speak up and ask if this solution will integrate properly with their systems. The tech leads can and will say “no.”
Our solution to communicating effectively with the technical stakeholder when selling a technical solution is to bring a member of your technical team into the conversation.
We’re your sales operation, but we’ll need somebody who knows your system and your technology inside out because there will be times when we need that technical assistance.
In those circumstances, we like to take a tag team approach. We need that technical expert to come into the ring and explain the details so that the technical buyer on the other side can say, “Yes, this does exactly what we want it to do.”
In smaller companies, that expertise often still sits with the CEO or the founder, or perhaps even someone who wrote the code for the solution and knows it better than anybody else.
The whole point of bringing in a team like ours is that the executive in question doesn’t want or need to be in the day to day sales process anymore; rather, they want to work on the product or operations or as the marketing leader.
By bringing us in, our clients reduce how much time they need to spend worrying about sales because they know we’ll tag them in only when it’s necessary to explain a particular technical point.
Sales is mostly about making deals. It isn’t about knowing all the features of the product inside out.
These are the questions we focus on answering:
- How do you structure a deal?
- How do you work with the people who are going to be paying the bill?
- How do you make the purchase order and procurement process run smoothly?
We rely on our clients having the technical expertise to have built and deployed the product. Someone needs to know the technical solution, and we’ll call them in to join the team when it’s time for those details to be hashed out.
Contact Us Now to Find Out More
If you’re a B2B services company, and this information resonates with you, book a free consultation with us, and we’ll be happy to talk to you about scaling your revenue.
