The Solution-Centric Organization

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McGraw Hill Professional, Apr 10, 2007 - Business & Economics - 284 pages
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The Solution-Centric Organization provides a comprehensive framework for moving companies away from a product/price orientation to a successful, solution-centric approach that includes sales, marketing, communication, and a problem-solving mentality.

Written by the CEO and Marketing VP of Sales Performance International (SPI)_a company that has trained thousands of senior managers in the principles of Solution Selling®_this business-building resource shows how to transform an organization so that it can better solve customers' problems, and thereby differentiate itself from the competition. The Solution-Centric Organization takes managers step by step through:

  • A New Sales Environment:provides the rationale for transforming a company into a solution-centric organization, fully describing the emerging emphasis on solution-centricity, the growing trend in solutions focus, and common reactions to sales performance problems in business today
  • Solution-Centric Concepts and Principles: explains the essentials of solution-centricity and how to embrace them, exploring the implications for sales, the kinds of organizational transformations needed to become solution-centric, and the dangers of “pseudo solutions”
  • A Practical Framework to Drive Performance Improvement: offers a systemic approach for aligning marketing and sales functions to support solution-centric behavior and integrate those activities to improve revenue generation
  • Sales Performance Health Check_presents a methodology for assessing where systemic factors have a negative impact on overall sales performance, featuring objective assessment criteria for each of 26 performance areas and numerous templates and tools for understanding customer problems and needs

    Designed to help organizations capitalize on the realities of 21st century business, this essential management guide contains clear starting points for moving a company to the powerful solution-centric model, plus practical benchmarks for measuring the success of the transformation.

    Authoritative and easy to use, The Solution-Centric Organization equips forward-looking companies with all the concepts, methodology, and techniques needed to reap the rewards of becoming solution-centric: significant competitive advantage, larger sales volume, increased revenue and profit, higher employee morale, and greater customer loyalty.

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    Contents

    SolutionCentric Concepts and Principles
    59
    A Practical Framework to Drive Performance Improvement
    101
    Sales Performance Health Check
    139
    Afterword
    263
    Index
    267
    Copyright

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    Page 43 - The first quarter set the pace for UPS to generate earnings in 2005 at the higher end of our historical range," said Scott Davis, UPS's chief financial officer.
    Page 35 - The truth is that big chunks of Corporate America, along with their counterparts in Asia and Europe, have fallen victim to no growth paralysis.
    Page 11 - Customers have grown so accustomed to established industry practices that they no longer expect any alternative — let alone one that's exactly what they want. It is precisely this preconditioned mindset that the authors see as a "great impediment
    Page 112 - If a product-centric mindset is entrenched at the beginning of the process, there is a high probability that product-centric practices and behaviors will become highly codified in the makeup of the organization.

    About the author (2007)

    Keith Eades is the founder, president, and CEO of Sales Performance International (SPI). He has consulted with the senior management teams of leading edge organizations and trained thousands of sales and executive management professionals on the principles of Solution Selling®.

    Robert Kear is vice president of Marketing at SPI. He has more than 20 years of extensive, hands-on experience in all facets of technology industry management.

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