In the after glow of the suspect lighting at the Super Bowl, I’d like to present an analogy of solution-focused product sales in business analytics to the game of football. Before I tackle the analogy, let’s first huddle-up and discuss the X’s and O’s of solution-focused sales delivery.
Long gone are the good old days of car salesman tactics where it was more about convincing to buy than guiding to an educated decision. The ability for customers to research anything is a mouse click away, but context of a product in their business is hard to find. This is where solution sales for business analytics products becomes an effective method of communicating value to customers today. This includes using a defined business need or question as the reference point to demonstrate the product capabilities. By educating the customer through a practical example, both the product and team capabilities are indirectly highlighted.
When looking to the game of football, there are common elements with solution sales. Additionally, objectives for each role in football can help explain the objectives for each role in solution sales. Here is the rundown: