Blog
Notes:
There are so many different selling techniques. I’ve personally been trained in Solution Selling and Challenger Selling. Full disclosure, I love Solution Selling, but hate challenger selling. I’ve also read SPIN Selling and then I noticed that a lot of them are similar, but they are all geared towards salespeople.
But Solution Selling was introduced a long time ago. Some say in the 70s, but I don’t have a source for that. Since then, solution selling evolved into Value Selling, and now the latest iteration is Insight Selling.
My guest, Sherri Mazza, is writing a book on that. Most books are geared towards Sales, but Sherri is focusing on Solutions Engineers. Will will dig into her history, and present and the book itself.
Key Takeaways:
- Selling internally leads to selling externally
- Leadership and fast food.
- Leadership style and how it developed.
- Different selling methodologies’ history
- Insight Selling for Solution Engineers
- Product Selling vs Solution Selling vs Value
Quotes:
“ You’re either able to, to lead people or you’re not right” – Sherri Mazza
“I believe that everybody should be collaborative, be results-driven, and really be adaptive. I always tell that to people. Be flexible, be adaptive. The companies were different. They had different expectations, but my leadership style has always been very collaborative.” – Sherri Mazza
“ I’ve had some really great leaders in my career, and I’ve kind of adapted a little bit from every single one of those leaders.” – Sherri Mazza
“It’s about growth that the fact that you’re able to help another person as a, as a leader grow or move into something differently, that’s not a bad thing at all.” – Sherri Mazza
“Technology without solving a business problem shows no value” – Sherri’s customer
