1903 – P3 Selling with Greg Nutter of Soloquent Inc.

05/07/24 • 18 min

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the President and Founder of Soloquent Inc.,Greg Nutter. Greg Nutter, a seasoned management consultant and the founder of Soloquent, is also the author of “P3 Selling: The Essentials of B2B Sales Success.” The discussion explored the complexities of B2B sales, common mistakes to avoid, and practical strategies for elevating a business. Greg’s 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’s specific challenges. Greg 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’s problems and seizing opportunities. He stressed the importance of understanding the client’s needs before making a product pitch. His book, “P3 Selling: The Essentials of B2B Sales Success,” is well-regarded for its practical insights into the B2B sales process. Greg’s 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’s role in influencing decisions.

Key Points from the Episode:

Overview of P3 selling methodology
Fundamentals of P3 selling
Common mistakes in B2B sales
Greg's consulting experience and clients
Consulting approach and services offered by Soloquent
Recommendations for business owners and entrepreneurs

About Greg Nutter:

Greg 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. With 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.

About Soloquent Inc.:

Soloquent 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. The 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 effectively. This holistic approach allows Soloquent to deliver tailored solutions that enhance organizations' sales performance and overall efficiency across various sectors, including manufacturing, technology, and services.

Tweetable Moments:

08:01 - "Prospecting is not selling; it's marketing."

Links Mentioned in this Episode:

Want to learn more? Check out Soloquent Inc. at https://soloquent.com/ Check out Soloquent Inc. on LinkedIn at https://www.linkedin.com/company/soloquent-inc./ Check out Greg Nutter on LinkedIn at https://www.linkedin.com/in/greg-nutter/ Check out Greg Nutter’s book, “P3 Selling: The Essentials of B2B Sales Success” at

Key Points from the Episode:

Overview of P3 selling methodology
Fundamentals of P3 selling
Common mistakes in B2B sales
Greg's consulting experience and clients
Consulting approach and services offered by Soloquent
Recommendations for business owners and entrepreneurs

About Greg Nutter:

About Soloquent Inc.:

Tweetable Moments:

08:01 - "Prospecting is not selling; it's marketing."

Links Mentioned in this Episode:

Previous Episode

1902 – Strategic Account Management with Brittany Brewer

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the Senior Account Executive of FreeUp, Brittany Brewer. Brittany Brewer plays a crucial role in enhancing business operations and efficiency at FreeUp. She has established herself as a leader in operational excellence, leading efforts to optimize business processes. In her role, Brittany focuses on the critical importance of operations management in maintaining smooth business functions. She offers insights into identifying and resolving process bottlenecks, employing strategies that aim for continual improvement rather than merely maintaining the status quo. Brittany shares the practical tools and techniques that have benefited FreeUp. The discussion covers various software and platforms that support project management, communication, and time tracking, emphasizing the importance of leveraging technology to remain competitive in today's dynamic business landscape.

Key Points from the Episode:

Operations management at FreeUp
Insights from Josh Elledge and Brittany Brewer
Strategies for effective operations management
Entrepreneurship and business growth
Tips for successful business operations
Challenges and solutions in managing operations
Innovations in business operations
The role of operations in business success
Practical advice for entrepreneurs and business owners

About Brittany Brewer

Brittany Brewer is a distinguished professional in the freelancing industry. She currently excels as the Senior Account Executive at FreeUp. With over five years of experience, her career has traversed various roles within freelance coordination and client support. She specializes in developing long-lasting relationships and ensuring client success, which enhances their engagement with FreeUp's services. At FreeUp, a platform known for representing the top 1% of freelancers, Brittany plays a critical role. Her broad understanding of freelancing allows her to provide unmatched client service. She and her team are committed to offering 24-hour support, ensuring that clients can swiftly connect with the right freelancers for their projects, usually within a day. Her extensive experience and client-focused approach make her a key contributor to the company's success.

About FreeUp:

FreeUp Marketplace is an innovative platform that connects business owners with elite virtual assistants, freelancers, and agencies specializing in eCommerce, digital marketing, and web development. The marketplace rigorously vets thousands of weekly applicants through a detailed interview process, selecting only the top 1% to join their network. This ensures clients can access highly qualified professionals ready to tackle diverse business challenges. The platform offers a unique service model where clients can submit a request and be quickly matched with a freelancer who fits their specific needs, often within just a few hours. FreeUp supports a wide range of pricing, with rates varying from $5 to over $75 per hour, catering to different budget requirements. Additionally, FreeUp guarantees quality and reliability; if a freelancer cannot continue, the platform promises to find a suitable replacement and cover any related costs, thus protecting clients against turnover and ensuring a seamless service experience.

Tweetable Moments:

01:22 - "Our model is definitely to push quality over quantity."

Links Mentioned in this Episode:

Want to learn more? Check out FreeUp at https://freeup.net/ Check out FreeUp on LinkedIn at https://www.linkedin.com/company/freeupmarket/ Check out FreeUp on Facebook at https://www.facebook.com/FreeUpMarketplace/ Check out FreeUp on Instagram at https://www.instagram.com/freeupmarket/ Check out FreeUp on Twitter at https://twitter.com/freeupmarket Check out Brittany Brewer on LinkedIn at https://www.linkedin.com/in/brittany-brewer-256a89229/

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Next Episode

1904 – Creating Competitive Advantage with Jaynie Smith

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks to the CEO & President of Smart Advantage Inc.,Jaynie Smith. Jaynie Smith, CEO of Smart Advantage and author of Creating Competitive Advantage, shared her expertise on gaining a competitive edge in today's crowded marketplace. She emphasized that differentiation is not merely about being different but strategically different in ways that matter to customers. Jaynie's approach, foundational to Smart Advantage, focuses on identifying what a company does better than anyone else. It's about having a clear, measurable value proposition that resonates with the target audience. Through anecdotes and examples, Jaynie illustrated how businesses often overlook their inherent strengths and fail to communicate them effectively. Her insights provided a clear path for identifying and leveraging these unique attributes.

Key Points from the Episode:

Importance of creating competitive advantage
Strategies for differentiating a business in the market
Leveraging unique selling propositions
The role of customer value in competitive advantage
Identifying and communicating a company's competitive advantage
Case studies and examples of successful competitive advantage implementation
The impact of competitive advantage on business growth and success
The relationship between competitive advantage and customer loyalty
The connection between competitive advantage and profitability
The future of competitive advantage in the business landscape

About Jaynie Smith

Jaynie L. Smith is a distinguished business consultant and CEO of Smart Advantage, Inc. This consultancy firm focuses on enhancing its clients' sales, marketing, and management strategies, which include mid-sized to Fortune 100 companies. Internationally recognized for her expertise, Jaynie leverages her knowledge to help companies identify and articulate their competitive advantages, thereby boosting their financial performance. Her role as a consultant extends globally, demonstrating her wide-reaching influence in the corporate world. In addition to her consultancy work, Jaynie Smith is a prolific author and influential speaker. Her book, Creating Competitive Advantage, is particularly noteworthy, having achieved significant success with its 19th printing and securing a place in the top 1% of books sold on Amazon.com. She also authored Relevant Selling. Her thought leadership has earned her features in top publications like The New York Times and Entrepreneur, and she has made numerous appearances on television networks such as ABC and MSNBC. Her contributions to the business community are further highlighted by hosting the radio show Mind Your Biz Today, where she engaged with CEOs and business leaders to discuss key industry insights.

About Smart Advantage Inc.:

Smart Advantage, Inc. is a strategic consultancy firm that helps organizations stand out by improving their differentiation strategies. Founded by Jaynie L. Smith, the company has expanded significantly since publishing Smith’s book, Creating Competitive Advantage. This book details the benefits organizations experience when effectively distinguishing themselves from buyers by focusing their messaging and operational efforts on their competitive strengths. Over the years, Smart Advantage has assembled a team of presenters, consultants, and market research experts dedicated to this mission. Smart Advantage’s unique methodology assists businesses across various industries in identifying potential differentiators, understanding buyer values, aligning organizational efforts with those values, and communicating attributes that buyers prioritize. The firm’s approach is designed to be universally applicable, assisting any organization competing for customers who may not always win. The results of partnering with Smart Advantage are compelling: most of their clients report increased sales or margins, new operational measurements, and improved operational performance. These successes underscore Smart Advantage’s commitment to enhancing its organization’s' present and future positioning.

Tweetable Moments:

02:14 - "If you do not differentiate yourself in today's world, you are painting yourself into a commodity corner, and you will have price as the tiebreaker."

Links Mentioned in this Episode:

Want to learn more? Check out Smart Advantage Inc. at

The Thoughtful Entrepreneur - 1903 – P3 Selling with Greg Nutter of Soloquent Inc.

Transcript

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