Posts Tagged "other-solutions-issues"

When Marketing is Strategy – a Lesson for Solution Providers

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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Can Solutions Marketers Contribute to Political and Social Solutions?

I’ve decided to post a blog that isn’t about solutions marketing…at least not directly. I live in the Boston area. I have many friends and family members who both ran in the marathon and watched it in person on Monday. Patriot’s Day in New England is a very special day of celebration and[...]
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Should We Perform the Last Rites on Solutions Selling?

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

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

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

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

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?

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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