The SolutionCentric Organization,Used

The SolutionCentric Organization provides a comprehensive framework for moving companies away from a product/price orientation to a successful, solutioncentric approach that includes sales, marketing, communication, and a problemsolving 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 businessbuilding resource shows how to transform an organization so that it can better solve customers' problems, and thereby differentiate itself from the competition. The SolutionCentric Organization takes managers step by step through:A New Sales Environment:provides the rationale for transforming a company into a solutioncentric organization, fully describing the emerging emphasis on solutioncentricity, the growing trend in solutions focus, and common reactions to sales performance problems in business today SolutionCentric Concepts and Principles: explains the essentials of solutioncentricity and how to embrace them, exploring the implications for sales, the kinds of organizational transformations needed to become solutioncentric, 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 solutioncentric 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 needsDesigned 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 solutioncentric model, plus practical benchmarks for measuring the success of the transformation.Authoritative and easy to use, The SolutionCentric Organization equips forwardlooking companies with all the concepts, methodology, and techniques needed to reap the rewards of becoming solutioncentric: significant competitive advantage, larger sales volume, increased revenue and profit, higher employee morale, and greater customer loyalty.