The Solution-Centric Organization [NOOK Book]

Overview

The Solution-Centric Organization provides a comprehensive framework for moving companies away from a product/price orientation to a successful, solution-centric approach that includes sales, marketing, communication, and a problem-solving mentality.



Written by the CEO and Marketing VP of Sales Performance International (SPI)_a company that has trained thousands of senior managers in the principles of ...

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The Solution-Centric Organization

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Overview

The Solution-Centric Organization provides a comprehensive framework for moving companies away from a product/price orientation to a successful, solution-centric approach that includes sales, marketing, communication, and a problem-solving mentality.



Written by the CEO and Marketing VP of Sales Performance International (SPI)_a company that has trained thousands of senior managers in the principles of Solution Selling®_this business-building resource shows how to transform an organization so that it can better solve customers' problems, and thereby differentiate itself from the competition. The Solution-Centric Organization takes managers step by step through:





  • A New Sales Environment:provides the rationale for transforming a company into a solution-centric organization, fully describing the emerging emphasis on solution-centricity, the growing trend in solutions focus, and common reactions to sales performance problems in business today

  • Solution-Centric Concepts and Principles: explains the essentials of solution-centricity and how to embrace them, exploring the implications for sales, the kinds of organizational transformations needed to become solution-centric, and the dangers of “pseudo solutions”

  • A Practical Framework to Drive Performance Improvement: offers a systemic approach for aligning marketing and sales functions to support solution-centric behavior and integrate those activities to improve revenue generation

  • Sales Performance Health Check_presents a methodology for assessing where systemic factors have a negative impact on overall sales performance, featuring objective assessment criteria for each of 26 performance areas and numerous templates and tools for understanding customer problems and needs

Designed to help organizations capitalize on the realities of 21st century business, this essential management guide contains clear starting points for moving a company to the powerful solution-centric model, plus practical benchmarks for measuring the success of the transformation.



Authoritative and easy to use, The Solution-Centric Organization equips forward-looking companies with all the concepts, methodology, and techniques needed to reap the rewards of becoming solution-centric: significant competitive advantage, larger sales volume, increased revenue and profit, higher employee morale, and greater customer loyalty.



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Editorial Reviews

Soundview Executive Book Summaries
Management experts Eades and Kear urge a fundamental change in how companies perceive themselves and their customers. The "solution-centric organization" is defined by problems solved rather than products sold. In the face of globalization, marketing and sales organizations can benefit from new ideas. This practical guide thoroughly explains the concepts for a solution-centric change in your company. It includes assessment tools and templates. Copyright © 2007 Soundview Executive Book Summaries
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Product Details

  • ISBN-13: 9780071491662
  • Publisher: McGraw-Hill Education
  • Publication date: 5/23/2006
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 284
  • File size: 4 MB

Meet the Author

Keith Eades is the founder, president, and CEO of Sales Performance International (SPI). He has consulted with the senior management teams of leading edge organizations and trained thousands of sales and executive management professionals on the principles of Solution Selling®.

Robert Kear is vice president of Marketing at SPI. He has more than 20 years of extensive, hands-on experience in all facets of technology industry management.

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Table of Contents

Ch. 1 A focus on solution-centricity 3
Ch. 2 The solutions bandwagon 21
Ch. 3 Common reactions to performance problems 47
Ch. 4 The emergence of pseudo-solutions 61
Ch. 5 Four fundamental transformations 79
Ch. 6 The value perception gap 103
Ch. 7 The sales performance improvement framework 119
Ch. 8 The value framework and messaging platform 143
Ch. 9 The go-to-market approach 159
Ch. 10 Communications alignment 175
Ch. 11 Management and support systems 193
Ch. 12 Sales process and methodologies 207
Ch. 13 Individual skills and knowledge 229
Ch. 14 Organizational implications 243
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