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SolutionsInsights

4 Reasons why Solution Sales People Need a Different Type of Playbook

It’s the end of Q1 and people are getting nervous. The solutions development team thinks they’ve created the right solutions, marketing has launch a tailored lead generation campaign, the sales force has been trained on the new offers, and the compensation plan has been adjusted to incent them.[...]
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SolutionsInsights

What the Practitioners Say -- The Uneasy Transition from Products and Services to Solutions

Due to the complexity of new issues and challenges that businesses face today, and the need to deliver offerings with greater value to customers, the bottom line is that many companies still have a difficult time developing and marketing the new solutions offerings that their customers need. As[...]
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SolutionsInsights

Solutions Marketing: 4 Keys to Effective Collaboration and Communication

Trying to get any group of corporate managers and executives to productively collaborate can be challenging. Since all of them are accustomed to running their own show within their BU, geography or Division and getting their way, it can seem like a nearly impossible task. As a solutions marketer,[...]
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SolutionsInsights

Solutions Marketing: Leveraging Channel Partners to Supercharge your Solutions Business

For most companies, the main objective of a channel partner program is to increase market coverage by using partners to provide leads or close sales.  In some cases, channel partners are also used to augment a company’s offerings by providing substitute or add-on installation or delivery[...]
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SolutionsInsights

Solutions Marketing : Should your Go-To-Market Strategy Include Social Media?

Studies continue to show that solutions marketers are looking to use social media tools as part of their go-to-market strategies. However, in a B2B world, where the offers are complex and expensive, has social media proven to be successful? Has it become core to how companies go to market? As part[...]
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SolutionsInsights

Incorporating Organizational Change Into Your Solutions Marketing Approach

Four Steps for Transformation Success Guest Blog Post: Charles Born Good solutions solve complex problems and often evolve into highly complex company offerings with complex value propositions. They need to be effectively communicated to potential buyers so that sales are successful. A solution[...]
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SolutionsInsights

Solutions Marketing: Musings on a Definition

A lot has been written over the last several years about the drive to solutions and the need for “solutions marketing,” but a good definition for it is still waiting to be written. I think about this a lot and would like to start a conversation around what Solutions Marketing really means and,[...]
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SolutionsInsights

Socializing Solutions: Four Priorities for Solutions Marketing and Sales

There's little doubt any more that social media can play an important role in marketing B2B solutions. But exactly how that should happen is less clear. Although some solutions firms have engaged with social media for years now, many more are just beginning to take it seriously and explore what[...]
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