The Solution-centric Organization

To meet the challenges of global competition in the twenty-first century, companies in all types of industries must start defining themselves by the problems they solve rather than the products they sell. If they can make this transition, they can achieve larger sales volumes, increased revenue, and greater customer loyalty. Great companies like Microsoft, IBM, and HP are already shifting their focus from products to solutions.

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.

Foreword

ix

Introduction

xiii

Acknowledgments

xxv

Part One: A New Sales Environment

1

(58)

Chapter 1: A Focus on Solution-Centricity

3

(18)

Chapter 2: The Solutions Bandwagon

21

(26)

Chapter 3: Common Reactions to Performance Problems

47

(12)

Part Two: Solution-Centric Concepts and Principles

59

(42)

Chapter 4: The Emergence of Pseudo-Solutions

61

(18)

Chapter 5: Four Fundamental Transformations

79

(22)

Part Three: A Practical Framework to Drive Performance Improvement

101

(38)

Chapter 6: The Value Perception Gap

103

(16)

Chapter 7: The Sales Performance Improvement Framework

119

(20)

Part Four: Sales Performance Health Check

139

(124)

Chapter 8: The Value Framework and Messaging Platform

143

(16)

Chapter 9: The Go-to-Market Approach

159

(16)

Chapter 10: Communications Alignment

175

(18)

Chapter 11: Management and Support Systems

193

(14)

Chapter 12: Sales Process and Methodologies

207

(22)

Chapter 13: Individual Skills and Knowledge

229

(14)

Chapter 14: Organizational Implications

243

(20)

Afterword

263

(4)

Index

267

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The Solution-centric Organization

Summary

Author Biography

Table of Contents

Supplemental Materials

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The Solution-centric Organization

Summary

Author Biography

Table of Contents

Supplemental Materials

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