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Is Challenger-Based Selling the go-to Model for Selling Solutions?
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As we all know, solutions selling is not new. Over the past 10-15 years, it’s been adopted by hundreds of companies that have decided to move to a solutions business model instead of a “product push” approach. And for the most part, it’s been successful. The sales forces at these same companies have made the transition to a more consultative, problem-solving model. The Popularity and Purpose of Challenger Selling But is solutions selling still the right approach? The newest[...] READ MORE
What We Do
Strategic Alignment
Aligning the Organization Around a Solutions Strategy
Offering Distinction
Developing and Launching Compelling New Solutions
Customer Connection
Deepening Connections with Customers and Prospects
Sales Acceleration
Shortening the Sales Cycle for High - Value Solutions
What We Do
"Solutions" is one of those slippery words that can mean anything and everything. In the context of B2B companies, however, the term has taken on a specific meaning. We’ve updated a definition that a council of leading solutions marketing professionals, sponsored by ITSMA, developed over a decade ago:
A combination of products, services, and intellectual property focused on a specific business problem or opportunity that drives measurable business value and can be significantly standardized. The solutions components can be from either the vendor and one or more partners, and the solutions implementer can be the vendor, the partner, the customer itself, or a combination of the three.
Everyone agrees that solutions is an overused term. But it’s the right term. Companies that are able to have all or part of their business based upon this definition in are outcompeting their peers. And solutions marketing isn't a cliché — it’s the key to business advantage.
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Message from Our Partners
Steve Hurley
Matt Leary
Nikki Fisher
Members of this group explore best practices, challenges and other issues that their companies have experienced in marketing solutions. There are now articles appearing in HBR and other respected business journals that recognize the complexities of being a true solutions player instead of simply using the terminology as a marketing tool. This group will look at the organizational, cultural, operational, marketing and sales implications of trying to build or improve a solutions business within a company.
