The Challenges
Though all public companies are under constant pressure to increase revenue and profits, many struggle to achieve consistent sales success when they transition from “feature/function” selling to “solution” selling, or from offering a single solution to the market to offering many. 

 Any time a new solution is added to the list of offerings, whether through internal development or acquisition, there is a challenge in getting sales people up to speed with the new solutions. 

Keeping them fluent in multiple solutions, either initially or as the solutions evolve, is a constant challenge for both organizations and the individual sales people.  It’s common for sales people to narrow their focus in self-defense, essentially electing to specialize rather than jeopardize their ability to be successful with a complex set of offerings.  This is true despite the potential for higher levels of achievement that become possible through cross-selling solutions. 

When a new solution is rolled out, sales people need to get fully up to speed with it.  They need to understand what the solution is, what it does, the problems it solves, how it is differentiated from the competition, how it complements other company offerings, how it integrates with other offerings, when it should be offered, how it should be offered, how it is implemented, how it is supported, how the value can be demonstrated, how the return on investment is calculated, and much more. 

This complexity is compounded when you consider that information like this is subject to almost constant change.  It is no wonder, then, that many organizations struggle to do an adequate job of arming sales people to answer these questions, either formally through deliverables or informally in conversation. 

Unless customers are successful in addressing these challenges, corporate strategies involving multiple solution sets are unlikely to achieve their intended results. 

The Solution
Kadient lets you equip your sales people with the tools, content and institutional knowledge they need to effectively sell complex solution sets without having to maintain deep expertise in all of them. 

By putting into reps’ hands the knowledge they need to accurately and credibly represent the complete set of offerings, Kadient helps sales people develop solutions that best meet the needs of the customer, rather than pushing just those elements the rep is most comfortable with. 

And of course, in offering the complete solution set on a consistent basis, deal sizes are expanded and both revenue and sales rep achievement improve. 

The Benefits
Only with your sales force actively selling your complete set of offerings will a multi-product strategy achieve its potential. 

Kadient’s sales knowledge solutions can mean the difference between successfully carrying a broad solution set to market, and struggling to get the sales team to understand and embrace your complete solution.