Determining what exactly your customer needs in a solution is a pivotal component to successfully closing an opportunity. Your customers have a set of a required capabilities for whatever purchase they’re considering. These are the minimum solution requirements that are needed to solve the business problem and achieve the positive business outcomes.
As a salesperson, your ability to influence the required capabilities with the value and differentiation of your solution is directly tied to your success.
In this podcast, Managing Director John Kaplan breaks down best practices for identifying them early and validating them throughout your sales process. Listen to the podcast here.