Posts Tagged "other-solutions-issues"
When Marketing is Strategy – a Lesson for Solution Providers
- 10-01-2014
- Most Recent Blogs, Other Solutions Issues
- Other Solutions Issues, Business Landscape, Technology innovation, competitive advantage, market facing activity, marketing strategy, shaping criteria of purchase, solutions marketing fraternity
- 0 comments
A recent article in the Harvard Business Review, entitled “When Strategy is Marketing” (Dawar, December, 2013) got me thinking seriously how downstream, market-facing activities can impact a company’s planning around designing and delivering successful solution offerings. As a start, it[...]
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Should We Perform the Last Rites on Solutions Selling?
- 29-08-2012
- Most Recent Blogs, Other Solutions Issues
- BANT model, solutions selling, Other Solutions Issues, Complex Solutions, Insight Selling, Sales Nirvana, Selling Attributes, Transactional Vendor
- 2 comments
It’s been the mantra of sales management in the B2B sectors for over 30 years. Whether you sold for Xerox, Raytheon, IBM, Monsanto, United Technologies or even McKinsey the path to the sales jackpot was the same – learn the techniques of solutions selling. Every company that has sold high[...]
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5 Recommendations for Improving the Impact of Social Media on Your Solutions Business
- 14-06-2012
- Other Solutions Issues
- Other Solutions Issues, Customer Touch Points, Future For Your Brands, Impact of Social Media, Integrate Social Media, Social Alignment, Social Media for Solutions, Solution Marketing Programs, Solutions Social Media, Value of Social Media
- 12 comments
Guest Blog post: Charles Born
Social communities are changing how we have traditionally created and supported our brands in the minds of consumers. Started by the internet and accelerated by the smart phone, the ever present location based and persistent connection to the internet makes today’s[...]
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Using Thought Leadership to Address the 3 Top Solutions Marketing Challenges
- 07-06-2012
- Other Solutions Issues
- Thought Leadership, solutions marketing, Other Solutions Issues, Solution Marketing, identify audience, New Market Opportunities, Organization Silos, Thoughtleadership, Working Across Silos
- 18 comments
In a February 2012 survey that was conducted by Solutions Insights and ITSMA on Anatomy of Solutions Marketer only 6% of solutions marketers listed as one of their top three challenges “Creating thought leadership to support solutions approaches.” Either they've got this problem solved, or they[...]
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Understanding the Roles, Responsibilities and Future Opportunities for a Solutions Marketer
- 23-04-2012
- Other Solutions Issues
- Solutions Marketing definition, ITSMA, Solutions Marketer, Other Solutions Issues, Solution Marketing, Anatomy of Solutions Marketer, Future of Solutions Marketing, Role of Solutions Marketer
- 17 comments
For nearly a decade, we've seen IT and other high-technology companies struggle to make the transition from selling primarily products to creating and selling real customer-centric solutions.
As companies have moved to a more solutions-based business model, there has been a need for a new type[...]
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Solutions Marketing: The four P's are OVER
- 06-02-2011
- Most Recent Blogs, Other Solutions Issues
- 4 P's, Solutions, Marketing Innovation, Other Solutions Issues, Marketing mix, Offerings, Shifting Trends, Value, Value Proposition
- 5 comments
Virtually every marketing student on the planet can recite the 4 P’s: Product, Price, Place and Promotion. Since the early 1960's when Harvard Business School professor Neil Borden first described them as key elements of the marketing mix, the 4 P's have held their ground as the foundational[...]
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Why is customer-centric marketing still more talk than action?
- 07-10-2010
- Other Solutions Issues, Most Recent Blogs
- Ranjay Gulati, customer-centric, ibm, CSC, Marketing Innovation, solutions marketing, David Moschella, EMC, Michael Shrage, Customers, Innovation, Other Solutions Issues
- 2 comments
Michael Shrage’s recent Harvard Business Review post, Great Customers Inspire Great Innovations, got me thinking:
Why, amid so much evidence of the power of customer-centric business, are so many companies still mired in inside-out operations? Why do we hear so much talk but see so little[...]
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Learning from Gen Y
- 17-04-2009
- Most Recent Blogs, Other Solutions Issues
- Gen Y, Solutions, Other Solutions Issues, Communications, Mediapost
- 1 comments
MediaPost, one of my favorite sources. launched a new blog recently, Engage: Gen Y, and the first few posts are already capturing my attention. Today's post suggested five simple rules for "snagging consumer 2.0" and they are well worth pondering even in the rarified air of high-end B2B[...]
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