Client Solutions Versus Product Silos in Sales Strategies

During my more than twenty years in money management, I’ve led or co-led the development of three Solutions businesses. These were major organizational transformations. But “Solutions” has become a buzzword in our industry. How do I define it? It’s a business model focused on customization to client needs. You meet with clients who control billions of dollars, and instead of pushing a specific investment product, you ask: What do you need? You may analyze their asset mix, and liabilities (i.e., how and when the money is distributed). Based on this analysis, you may recommend an off-the-shelf product or a customized portfolio. When a client who controls billions of dollars asks for an analysis or a proposal for a customized portfolio, the fire station alarm goes off. The Solutions Strategist must mobilize the entire organization quickly and efficiently. Everyone must work towards one objective: delivering the best the firm can offer this client. Whoever happens to have “bandwidth” (the ability to temporarily drop other projects to focus on this one) must step in. Organizations that are siloed and rigid about role clarity don’t do well as Solutions providers. My experience standing up these Solutions businesses at three companies has been that if you focus on the client, you can break silos without bruising relationships. #leadership #changemanagement

The Strategic Seller: Moving Beyond Product to Partner in the C-Suite B2B sales success hinges on strategic alignment, not just product specs. The shift from vendor to C-suite partner demands a mindset revolution—one grounded in value hypothesis and multi-dimensional frameworks 💡 The Value Hypothesis: Your North Star Start with a simple question: “What does success look like for your customer?” This dynamic hypothesis evolves through financial analysis, stakeholder dialogues, and market insights, ensuring solutions tie directly to executive priorities like ROI and market share 🔍 The 4 Dimensions of Value 1. Business Value : Quantify ROI, efficiency gains, and growth 2. Individual Value : Align with stakeholders’ career goals and pain points 3. Solution Value : Technical excellence framed by strategic impact. 4. Provider Value : Trust and partnership as differentiators . 🚪 Elevate Conversations to the C-Suite Break free from technical silos. Engage leaders on their terms: Discuss efficiency with the COO. Highlight customer engagement for the CMO. Link solutions to growth for the CEO. 🛠 Navigating Challenges Resistance from technical gatekeepers? Use Multiple Equal Offers (MEO) to de-risk decisions Competitor noise? Differentiate through relentless value refinement and agility 📚 Continuous Evolution Small tweaks—like pre-meeting “priming” emails—compound into strategic credibility. 🌟 The Bottom Line Strategic selling isn’t a tactic—it’s a transformation. By mastering value hypotheses, embracing agility, and partnering at the top, you become indispensable. Are you ready to rethink your sales playbook? 🔍💼 #StrategicSelling #C suite #ValueHypothesis #SalesLeadership #B2BSuccess

"𝗪𝗲 𝗳𝗼𝗰𝘂𝘀 𝗼𝗻 𝗰𝗹𝗶𝗲𝗻𝘁𝘀, 𝗻𝗼𝘁 𝘂𝗻𝗶𝘁𝘀 𝘀𝗼𝗹𝗱." That statement confuses some people. "Don't you want to sell more robots?" Here's the difference: A company focused on units will prioritize volume over outcomes. More sales, faster closes, move to the next customer. A company focused on clients will prioritize long-term partnerships. Better solutions, sustained support, ongoing value creation. 𝗜𝗻𝘁𝗲𝗿𝗻𝗮𝗹𝗹𝘆, 𝘄𝗲 𝗿𝗮𝗻𝗸 𝗼𝘂𝗿 𝗰𝗹𝗶𝗲𝗻𝘁𝘀 𝗯𝗮𝘀𝗲𝗱 𝗼𝗻 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀𝗵𝗶𝗽 𝗽𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹, 𝗻𝗼𝘁 𝘁𝗿𝗮𝗻𝘀𝗮𝗰𝘁𝗶𝗼𝗻 𝘀𝗶𝘇𝗲. Who will we grow with over the next decade? Who values engineering solutions over quick purchases? Who's willing to invest in doing it right? Those are the relationships we prioritize. This approach doesn't scale the same way product companies scale. And that's the point. We can't handle 100 transactional customers per year. But we can deeply support 20-30 clients who become long-term partners. 𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁𝘀 𝘀𝗽𝗲𝗮𝗸 𝗳𝗼𝗿 𝘁𝗵𝗲𝗺𝘀𝗲𝗹𝘃𝗲𝘀: Customers come back for second, third, fourth projects. Not because we sold them something once, but because we solved problems that mattered. They refer other manufacturers because the experience was genuinely valuable. They grow their automation capabilities with confidence because they have a partner, not just a vendor. 𝗜𝗳 𝘆𝗼𝘂'𝗿𝗲 𝗲𝘃𝗮𝗹𝘂𝗮𝘁𝗶𝗻𝗴 𝗶𝗻𝘁𝗲𝗴𝗿𝗮𝘁𝗼𝗿𝘀, 𝗮𝘀𝗸 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳: 𝗮𝗿𝗲 𝘁𝗵𝗲𝘆 𝗼𝗽𝘁𝗶𝗺𝗶𝘇𝗶𝗻𝗴 𝗳𝗼𝗿 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲 𝗼𝗿 𝗳𝗼𝗿 𝘆𝗼𝘂𝗿 𝘀𝘂𝗰𝗰𝗲𝘀𝘀? The answer will tell you everything about what happens after you sign the contract. #manufacturing #automation #customerexperience #businessstrategy

4 Ways You Can Shift From Pitching Products to Offering Real Solutions Tired of feeling like a walking product catalog? Here’s why leaning into solutions, not just “stuff,” helps you connect on a deeper level Making this switch takes genuine understanding. I’ve worked with countless coaches who realized that focusing on solutions transforms sales conversations. → It’s about seeing their larger challenges. → It nurtures trust, not transactional vibes. I’ll show you how to give clients what they truly need, not just what’s on the shelf. Here’s what I do: 1] Start With Their Reality ↳ Learn their story—go beyond basic features. ↳ Understand what they’re facing before offering anything. 2] Prioritize Outcomes Over Specs ↳ Don’t list bullet points of features; highlight the problem you solve. ↳ Talk about life after the solution, not just the “thing” you provide. 3] Frame Your Offer as a Path ↳ Show them a clear journey from where they are to where they want to be. ↳ Make it easy to see how your approach improves their situation. 4] Guide With a Human-Centered Framework ↳ Begin by asking smart, empathetic questions. ↳ Lead them toward a tailored answer that clicks with their goals. If it were just about products, anyone could do it. But offering real solutions sets you apart—one conversation at a time. Sign up for the Be Like Butter 5 Day Challenge https://lnkd.in/gpBs8SRn

Solutioning for clients often means getting into the pits of their business. It’s not enough to sit across the table and prescribe solutions—you have to walk the ground, feel the pressure points, and understand the realities they face every day. Only then can you design interventions that are not just relevant, but transformational. This is why industries like mining have always been the perfect case for consultative selling. You can’t create value by pushing a product off the shelf. You create value by experiencing the challenge first-hand and then co-creating a solution that aligns with both immediate needs and long-term goals. The truth is, solution selling isn’t about closing deals—it’s about opening perspectives. It’s about earning the right to be seen as a partner who can stand in the trenches with the client, shoulder their challenges, and help design a path forward. That’s when you stop being a supplier and start being a strategic partner.

Provide solutions, don't just sell a product... Last week with an experienced CEO, over a couple of hours, we discussed the difference in a number of brands who were performing exceptionally and those that were losing market share. The clear differentiator of those performing exceptionally well... Providing solutions to needs/wants V selling a product in. For me, the emphasis has always been on - Understanding client needs and wants. Gathering information, listening and providing opportunities for them. This is why for me Solution based selling is the way: - It emphasizes your understanding of their needs - You become a trusted advisor - You find out the real pain points & unique challenges - Builds relationships - They come back to you time and time again A deep understanding of a prospects' pain points and needs is essential. The one caveat, for those in more junior positions, which can be hard to balance - shortening of the sales cycle can be harder. Especially as i remember, when there's a MD asking why they aren't on the phone 'smashing' 150 calls a day :) #businessdevelopment #sales #trust #solutionselling Build trust