Posts Tagged "sales-acceleration"

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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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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Using account-based marketing to create and market new solutions

B2B companies committed to selling high value solutions often struggle where the rubber meets the road: the individual customer or prospect. Their websites highlight "solutions" and marketers pump out collateral that talks about their customers' business problem, but they have a much tougher time[...]
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Is selling solutions a contradiction in terms?

I don't know how many millions B2B companies have invested in "solution selling" programs, but it's an enormous number -- and of course Solutions Insights will happily help your sales team do a better job in this area, too. But I really wonder if the whole idea of "selling solutions" is a[...]
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