Posts Tagged "solution-selling"
Solutions Success Story: How VMware shifted its go to market strategy to a solutions focus
- 15-04-2011
- Most Recent Blogs, Success Stories for Strategic Alignment
- Go-To-Market strategy, CategoryStrategic Alignment, sales, Solutions, Marketing Innovation, Solution Selling, Sales strategy, VMware, Organizational alignment, Transformation in CategorySolutions Marketing Success Stories
- 2 comments
VMware, a software company focused on virtualization and cloud computing, recently faced a classic dilemma that many companies, especially technology-based companies, have encountered. The business model was to develop and sell software packages. These packages were created and sold as products --[...]
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Using account-based marketing to create and market new solutions
- 14-03-2011
- Customer Connection, Most Recent Blogs
- ABM, sales, Solutions in CategoryCustomer Connection, Marketing Innovation, Account-Based Marketing, Customer Retention, Generic Solutions, Sales Acceleration, Solution Selling
- 2 comments
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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Provoking the sale: One crucial meeting?
- 03-03-2009
- Most Recent Blogs, Sales Acceleration
- sales, geoffreymoore, Solutions Insights, Selling, Solution Selling, Solutions Marketing in CategorySales Acceleration
- 1 comments
While the main idea of “provocation-based selling” may not be so new, Geoffrey Moore’s recent article has certainly provoked some useful thinking here at Solutions Insights. Steve Hurley has already presented our general perspective that the differences between Moore’s “new” idea[...]
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Is selling solutions a contradiction in terms?
- 29-01-2009
- Most Recent Blogs, Sales Acceleration
- sales, Solutions, Sales Acceleration, Solution Selling
- 0 comments
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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