1903 P3 Selling with Greg Nutter of Soloquent Inc.
In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the\xa0President and Founder of Soloquent Inc.,Greg Nutter.\n\n\n\nGreg Nutter, a seasoned management consultant and the founder of Soloquent, is also the author of \u201cP3 Selling: The Essentials of B2B Sales Success.\u201d The discussion explored the complexities of B2B sales, common mistakes to avoid, and practical strategies for elevating a business.\n\nGreg\u2019s expertise is in helping small and medium-sized enterprises (SMEs) enhance their revenue performance. He works closely with owners and business leaders, who often need more sales expertise, to improve their sales capabilities and expand their businesses. His approach is hands-on and customized to address each company\u2019s specific challenges.\n\nGreg pointed out a standard error in B2B sales: the tendency to prioritize a sales-centric approach over a buyer-centric one. Many sellers erroneously concentrate on product features and completing the sale instead of solving the client\u2019s problems and seizing opportunities. He stressed the importance of understanding the client\u2019s needs before making a product pitch.\n\nHis book, \u201cP3 Selling: The Essentials of B2B Sales Success,\u201d is well-regarded for its practical insights into the B2B sales process. Greg\u2019s consulting experience includes working with industry giants like Microsoft, SAP, and Michelin, as well as smaller, specialized firms. His extensive expertise demonstrates that practical B2B selling skills are crucial, regardless of one\u2019s role in influencing decisions.\nKey Points from the Episode:\n
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- Overview of P3 selling methodology \n \t
- Fundamentals of P3 selling \n \t
- Common mistakes in B2B sales \n \t
- Greg's consulting experience and clients \n \t
- Consulting approach and services offered by Soloquent \n \t
- Recommendations for business owners and entrepreneurs \n
\nAbout Greg Nutter:\nGreg Nutter is the president and founder of Soloquent, Inc., specializing in assisting business owners and senior sales executives with revenue growth challenges. His company provides targeted solutions that enhance sales performance through strategic consulting and innovative sales training methods. He is also the acclaimed author of "P3 Selling: The Essentials of B2B Sales Success" a comprehensive B2B sales and sales management guide designed to help sales professionals excel in today's complex selling environment.\n\nWith over thirty-five years of experience, Greg has coached over 1,000 sales professionals. His expertise is frequently sought for executive briefings, workshops, and global keynote speeches. His approach is centered on practical, real-world applications of sales theories to drive performance improvement across various industries and markets. This experience has enabled him to contribute significantly to the sales strategies of numerous multinational corporations.\nAbout Soloquent Inc.:\nSoloquent Inc. is a management consulting firm dedicated to helping CEOs and business owners tackle challenges associated with revenue growth. The firm primarily serves small to mid-sized companies engaged in consultative selling through direct, indirect, or multi-channel sales approaches. Soloquent addresses common issues such as anemic growth, market expansion struggles, high staff turnover, and ineffective sales and marketing investment returns.\n\nThe company distinguishes itself through a diverse team of highly skilled consultants who bring a wealth of experience from large corporations and start-ups. Soloquent's comprehensive services include situational analysis, refinement of sales strategies, and development of sales tools and processes. The firm offers hands-on execution support to implement strategic plans...