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Posts Tagged "solutions-insights"

by
Steve Hurley

Stop Creating Your Solutions with a New Product Development Methodology

Picture this scenario – you’re a Product Development Manager or Director at a large B2B company, and you’ve just been asked to develop a new “solution”.   Instead of being asked to design an upgrade or add new features or functionality to a single product, you’re now responsible for[...]
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by
Steve Hurley

Solutions Success Story: How TELUS helped its sales force succeed in selling solutions

Here's a common scenario: A company spends significant time and energy create a new set of solutions for a specific market segment. A cross-business unit board agrees to support the new initiative and asks Marketing to put together a go-to-market plan for the new solutions. The marketing team rolls[...]
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by
Matt Leary

Provoking the sale: One crucial meeting?

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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by
Steve Hurley

Solution Marketing:We've launched!

It’s official – Solutions Insight, Inc., is open for business! Frankly, we couldn’t have picked a worse time to start up our company. As we all know, the stock market has tanked, unemployment is edging towards double-digits and is at its highest level  since 1980, and the amount of[...]
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