Posts Tagged "solutions"

Seven Steps to Differentiating Your Solutions

With all due respect to the U.S. Declaration of Independence, not all people are created equal. While  the Declaration powerfully focused on equal opportunities and rights, people are most certainly different in nearly every other aspect -- size, weight, color…right down to our ability to juggle[...]
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New Point of View on "Four Steps to Solutions Growth"

I'm pleased to announce the launch our new Point of View series. Over the next several months, we'll release a series of short, research-based perspectives on how companies can improve performance in their solutions businesses. Our first Point of View, Adjusting to the New Reality: Four Steps[...]
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Learning from Gen Y

MediaPost, one of my favorite sources. launched a new blog recently, Engage: Gen Y, and the first few posts are already capturing my attention. Today's post suggested five simple rules for "snagging consumer 2.0" and they are well worth pondering even in the rarified air of high-end B2B[...]
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Ten lessons for managing a solutions council

Let’s face it: Most solutions are complex offerings. To succeed with solutions, you need deep knowledge of your customers, an ability to collaborate and share resources and assets internally, and a dedication and commitment to ensuring your solution actually works in the customer[...]
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Wal-Mart seizes the moment with e-health care solution...and lessons are many

Love 'em, or hate 'em, Wal-Mart is clearly among the most innovative and successful companies on the planet over the last half-century. Critics typically point to the company's sheer size and relentless cost cutting as the pillars of Wal-Mart's success, but constant innovation in business model,[...]
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Is solutions selling dead...or more important than ever?

Did longtime tech marketing guru Geoffrey Moore just publish an obituary for one of the most successful forms of selling in our industry’s history? In a recent Harvard Business Review article, "In a Downturn, Provoke your Customers," Moore and his TCG Advisors team propose a new method for[...]
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You'll always struggle creating solutions, unless...

We’ve seen it time and time again. Sales execs e-mail their colleagues and report what their customers want. They pass on the concerns, interests and desperate requests – “if you had a securitization system that could do this, or a network optimization application that could give us[...]
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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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