A customer understands the problem and has a pretty good idea of what solution they are looking for. They are not quite price shopping (which would make it transactional), but they are looking for specific features that they are willing to pay more for. They may have narrowed it down to 2 or 3 providers by the time they reach out to you.

When should you use Solution Selling? Use it in medium volume, high velocity, inbound sales. It’s a fit when your ACV is about $5,000, you have a 30-day sales cycle, and each AE is cutting 5-10 deals per month.

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