Posts Tagged "solutions-selling"
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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Key Account Management: Marketing’s Impact. An interview with Bev Burgess
- 01-02-2012
- Customer Connection, Most Recent Blogs
- Bev Burgess, solutions marketing, Customer Connection, KAM Programs, KKey account management, Marketing technology, customer engagement, solutions selling, top accounts
- 1 comments
Recently, SI interviewed Bev Burgess, a B2B services growth specialist, on the topic of marketing’s role in Key Account Management (KAM) programs. Bev is Director of UK-based consultancy The Capsicum Group, and a recognized expert in the process of applying strategic marketing insight to grow[...]
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Solutions Success Story: How TELUS helped its sales force succeed in selling solutions
- 07-06-2011
- Success Stories, Most Recent Blogs, Success Stories for Sales Acceleration
- Solutions Insights, CategorySolutions Marketing Success Stories, Solutions, Marketing Innovation, solutions selling, Sales Enablement, Sales Support, TELUS, Sales tools, Solutions offering, Sustained success in CategorySales Acceleration
- 0 comments
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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