Selling Solutions Isn't Enough

Selling Solutions Isn't Enough

Rather than trying to sell standardized products or services to the biggest possible set of buyers, B2B companies need to develop ways to help specific customers achieve better outcomes. Instead of describing their solutions, companies first need to understand customers' specific challenges, ob...

Ausführliche Beschreibung

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Bibliographische Detailangaben
Hauptverfasser: Ettenson, Richard (VerfasserIn), Grove, Hannah (VerfasserIn), Knowles, Jonathan (VerfasserIn), Sellers, Kevin (VerfasserIn)
Körperschaft: Safari, an O'Reilly Media Company (MitwirkendeR)
Format: Elektronisch E-Book
Sprache:English
Veröffentlicht: [Erscheinungsort nicht ermittelbar] MIT Sloan Management Review 2018
Ausgabe:1st edition.
Schlagworte:
Creative ability in business
Creative thinking
Technological innovations
New products
Créativité dans les affaires
Innovations
Online-Zugang:lizenzpflichtig
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Beschreibung
Zusammenfassung:Rather than trying to sell standardized products or services to the biggest possible set of buyers, B2B companies need to develop ways to help specific customers achieve better outcomes. Instead of describing their solutions, companies first need to understand customers' specific challenges, objectives, operating practices, and competitive environment, then create offerings to deliver value within a customer's specific business context and culture.
Beschreibung:1 online resource (21 pages)

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