The Solution-Centric Organization
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...
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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 fortransforming a company into a solution-centric organization, fullydescribing the emerging emphasis on solution-centricity, the growing trendin solutions focus, and common reactions to sales performance problemsin business today • Solution-Centric Concepts and Principles: explains theessentials of solution-centricity and how to embrace them, exploring theimplications for sales, the kinds of organizational transformations neededto become solution-centric, and the dangers of “pseudo solutions” • A Practical Framework to Drive PerformanceImprovement: offers a systemic approach for aligning marketing andsales functions to support solution-centric behavior and integrate thoseactivities to improve revenue generation • Sales Performance Health Check_presents a methodologyfor assessing where systemic factors have a negative impact on overallsales performance, featuring objective assessment criteria for each of 26performance areas and numerous templates and tools for understandingcustomer problems and needsDesigned 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.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. 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
Ch. 1A focus on solution-centricity3Ch. 2The solutions bandwagon21Ch. 3Common reactions to performance problems47Ch. 4The emergence of pseudo-solutions61Ch. 5Four fundamental transformations79Ch. 6The value perception gap103Ch. 7The sales performance improvement framework119Ch. 8The value framework and messaging platform143Ch. 9The go-to-market approach159Ch. 10Communications alignment175Ch. 11Management and support systems193Ch. 12Sales process and methodologies207Ch. 13Individual skills and knowledge229Ch. 14Organizational implications243
\ Soundview Executive Book SummariesManagement 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\ \
