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SolutionsInsights

Solutions Selling: The Four Most Effective Sales Tools

Sales executives at many companies that are making the shift from a pure product focus to a more solutions focus have discovered that the process of getting the sales force to successfully sell solutions is much more challenging than they had imagined. Their first initiative is generally to either[...]
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Matt Leary

Solutions Selling: Four Key Steps to Develop the Accidental Account Manager

One of the keys of successful solutions selling in Develop the Accidental Account Manager is having experienced, well rounded talent in key sales roles. When it comes to managing your top accounts—the crown jewels of your customer base—the capabilities of the account managers will often be the[...]
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SolutionsInsights

How to Choose Winning Sales Plays in Your Solutions Business

It’s that time again when marketing departments are being asked to quickly churn out Playbooks to increase sales productivity and focus the sales force on selling strategic solutions. All too often, however, playbooks do not produce the outcomes desired by sales or marketing.  In our[...]
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SolutionsInsights

Key Account Marketing - 4 Lessons from the Field

Guest Blog post: Mike Peters, Managing Director - Whitespace Consulting Group and an Associate of Solutions Insights I recently participated in the Solutions Insights research on Key Account Marketing Programs. The research project made me think of my own experiences designing and implementing a[...]
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Matt Leary

Solutions Marketing Campaign Launch – Getting the Sales Force Ready to Sell Successfully

Many of the solutions-oriented companies we’ve worked with have finely-tuned processes to bring solutions to market.  But getting the sales teams and partners ready for that launch—and preparing them to sell the new solutions successfully -- are often overlooked as the marketing team focuses[...]
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Nikki Fisher

Solutions Marketing: 6 Keys to Creating a Playbook that Solutions Salespeople Will Use

Sales Playbooks have been around a long time, but there seems to be a new resurgence of interest in using Playbooks to support solutions sales. In our work with companies who have invested in solutions-based Playbooks, we believe paying attention to the following elements will significantly[...]
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SolutionsInsights

Is sales enablement dead?

Sales Enablement is a huge topic in B2B these days. You can spend all day every day and still barely scratch the surface of all the dialogue, debate, and events exploring the "real" meaning of sales enablement, who is doing it well, what tools are most useful, and how social media will[...]
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SolutionsInsights

It's all about lead gen now...or is it?

Rich Vancil, head of IDC's CMO Advisory Service, provided a great state of the tech marketing union this week at the IDC DIrections conference in Boston. It's not great, of course, with IDC projecting 10% marketing budget cuts for 2009 -- which pretty much validates what I've been hearing[...]
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