The Solution-Centric Organization (MARKETING/SALES/ADV & PROMO) - Hardcover

Eades, Keith M.; Kear, Robert

Hardcover

ISBN 10: 0072262648 ISBN 13: 9780072262643

Publisher: McGraw Hill, 2006

Synopsis

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.

About this title

Synopsis:

Learn from great companies like Microsoft and IBM how to shift your focus from products to solutions and winning new customers, raising productivity, and achieving double-digit growth. The key for your company, especially if it's a technology company, to improve its growth rate is to define itself by the problems it solves rather than by the products it makes. To do that effectively, it must align all aspects of marketing into the problem/solution framework, apply solution-selling techniques to all channels, and provide comprehensive support for their solution-centric disciplines. The "Solution-Centric Organization" gives you a crash course in applying this new model to your company.

About 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.

About this edition

• Publisher: McGraw Hill
• Publication date: 2006
• ISBN 10: 0072262648
• ISBN 13: 9780072262643
• Binding: Hardcover
• Number of pages: 314