!?️ Outcome-based Selling vs. Solution Selling vs. Value-based Selling: What’s the Difference?

📬 Friday, December 19, 2025

Welcome to the 2nd to last Friday of 2025! 💥 Can you believe we’re sprinting towards another new calendar year? Another new year for growth, improved production, and growing your business! So excited - and thanks for coming along for the ride with The Sales Report. 🙏🏼

We’re excited about the three articles highlighted this week. 👇🏼 All different aspects of growth, yet all critical towards scale.

Here’s what you missed this week while you were out selling and growing your business:

1) Reimagining The Sales Development Function: The Engine of Predictable Growth 🚒

For over a decade, the sales development representative (SDR) function has been the engine driving the world’s most successful go-to-market organizations. Yet, across many startups and even some global enterprises, SDR teams are frequently overlooked as a critical driver of pipeline growth, which limits their influence and overall impact on revenue performance. The uncomfortable truth is that SDR teams rarely fail because of the individuals themselves; they fail because the systems around them are broken. The good news is that these challenges are fixable…Read more here. 👈🏼

📎 Sales Tip(s) of The Week:

This tweet is aging like fine wine! The same is true in 2026 as it was in 2023…

There’s no better time to explore jumping into your first or your next sales role in the new year! A career in sales can lead to opportunities as high up in any organization as you want to go:

Traditional organizations will say, “Sales professionals don’t have what it takes to run a business or operating group; how could they know how to run the company?”

Progressive organizations will say, “Sales professionals have what it takes to understand how to run a business or operating group. They understand client acquisition, nuances of the product or service, and, more than likely, techniques to retain customers and revenue.”

And who’s usually best suited to understand that there are resources around them to call upon when a question or challenge arises that they’re unsure of the answer to? A sales professional who’s used to relying on resources. No different than a CEO who hires talent more capable than themselves into key leadership roles.

Working on the selling side of most businesses provides broad exposure across the company. And as the Tweet above states, many CEOs get their start in sales.

🦉 Who Is Sales Homie?

To do this, we focus on three areas :

Fractional Sales Leadership, placing a seasoned Sales Executive at any level (Manager, Director, Vice President, Chief Revenue Officer) into your department. Additionally, we have developed our Sales Leader Pro for Small Businesses program, which helps organizations conceptualize revenue and growth initiatives without the investment range typically associated with Fractional. For organizations seeking a consultant, Sales Homie offers Consulting Services tailored to meet your organization’s specific needs.

In need of targeted recruiting for your business development teams? Sales Homie Recruiting builds sales teams that drive results for their organizations. Our retained searches offer 180-day placement guarantees, detailed 30-, 60-, and 90-day onboarding plans, and additional benefits.

Coaching and Training programming includes membership in one of our Sales Squads, a sales peer group ecosystem, individual Sales and Business Owner Coaching, plus our quarterly sales education series, the Revenue Hangout.

For more information, please visit our website.

CRM SUPPORTER

The CRM to get your sales organized. Pipedrive users close an average of 28% more deals after their first year. Learn more here. 👈🏼

2) 4 Ways to Build Durable Relationships with Your Most Important Customers 🏗️

Companies that lean into strategic customers see results! Most CEOs recognize that strategic account management (SAM), which aligns strategy, teams, and resources around large, complex customer partnerships, is critical to their firm’s growth.

Yet new evidence suggests that many organizations are losing momentum on SAM. The share of firms viewing SAM as a clear strategic priority fell from 65% in 2020 to 33% in 2025. Dozens of executives and strategic account teams echo that pattern, revealing four shifts that distinguish genuine SAM stewardship from symbolic or superficial involvement...Read more here. 👈🏼

📎 ForwardSelling

Have you navigated to ForwardSelling, Sales Homie’s digital asset brand’s website? If not, you can find it here.

ForwardSelling provides ‘Sales Tools to Power Your Business Development,’ including Sales Homie’s digital sales prospecting tools, strategic sales forecasting and process documents, and marketing-related publications, which are available for download.

3) Outcome-based Selling vs. Solution Selling vs. Value-based Selling: What’s the Difference ⁉️

Outcome-, solution-, and value-based selling are all alternatives to traditional feature-centric sales, focusing on the customer’s needs rather than the product's razzle-dazzle. Here’s how they differ and why it’s important to understand…Read more here. 👈🏼

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Deliver a Better Buying Experience with Digital Sales Rooms. Learn more here. 👈🏼

🚨Coming Soon… To Our Social Channels (and The Sales Report)

Sales Homie will be launching a podcast series that dives into business growth, maturity, organization, and … all the sales things! We’re working on the details and hope to deliver the first episode in January! Stay tuned!

Sales Squad Kick-Off Event: Did You Miss It?

✅ Did you know that only 60% of sales reps actually hit their quotas? - Hubspot

✅ Did you know that for every $1 invested in sales training, it returned $29 in incremental revenues? - Forbes

Sales Homie recently launched the Sales Squad community, a monthly peer group for 10-12 sales pros focused on skill-building, networking, goal accountability, and mentorship. We will be holding our third meeting on Wednesday, January 21st, from 1-4 p.m. in Edina, Minnesota. If you’re interested in learning more or attending, please check out our website.

📊 Weekly Financial Forecast:

Consumer prices rose less than expected in November, giving investors hope that inflationary pressures may be cooling enough for U.S. monetary policy to be eased more than Wall Street anticipates.

The consumer price index rose at a 2.7% annualized rate last month, a delayed report from the Bureau of Labor Statistics showed. Economists polled by Dow Jones expected the CPI to have risen 3.1%.

If you found this content relevant and helpful, please hit the subscribe button below to receive The Sales Report. You can also follow Sales Homie on LinkedIn and Twitter for more conversation and discovery!