Thanks for joining and hello to those already part of the group, albeit a name change.... If you've been in sales for any length of time, you've probably heard of the term "Solution Selling". When the problem is fully defined, this approach works well but it does this falls short in the following areas; 1. When you're a business solving complex problems and there are already solutions or workarounds in place 2. There are many stakeholders involved in the buying decision 3. You're competing in a highly competitive market 4. You're moving from Founder-led sales into team sales By introducing an effective ROI step into your sales process that compares their current way of doing things with the new way of your proposed solution, you'll create the sales opportunity to win the sale. Without it, your losing too much control in the sale and deal will more than likely stall... This is the essence of problem-led selling. Do you have a step in your sales process the proves the ROI compared to what they are doing today?