The Solution Centric Organization 1st Edition by Keith Eades, Robert Kear ISBN 978-0072262643 0072262648
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Product details:
ISBN 10: 0072262648
ISBN 13: 978-0072262643
Author: Keith M. Eades, Robert Kear
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.
Table of contents:
Part One: A New Sales Environment
Chapter 1: A Focus on Solution-Centricity
Chapter 2: The Solutions Bandwagon
Chapter 3: Common Reactions to Performance Problems
Part Two: Solution-Centric Concepts and Principles
Chapter 4: The Emergence of Pseudo-Solutions
Chapter 5: Four Fundamental Transformations
Part Three: A Practical Framework to Drive Performance Improvement
Chapter 6: The Value Perception Gap
Chapter 7: The Sales Performance Improvement Framework
Part Four: Sales Performance Health Check
Chapter 8: The Value Framework and Messaging Platform
Chapter 9: The Go-to-Market Approach
Chapter 10: Communications Alignment
Chapter 11: Management and Support Systems
Chapter 12: Sales Process and Methodologies
Chapter 13: Individual Skills and Knowledge
Chapter 14: Organizational Implications
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