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...
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MIT Sloan Management Review
2018
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| spelling | Ettenson, Richard VerfasserIn aut Selling Solutions Isn't Enough Ettenson, Richard 1st edition. [Erscheinungsort nicht ermittelbar] MIT Sloan Management Review 2018 1 online resource (21 pages) Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier 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. Creative ability in business Creative thinking Technological innovations New products Créativité dans les affaires Innovations Grove, Hannah VerfasserIn aut Knowles, Jonathan VerfasserIn aut Sellers, Kevin VerfasserIn aut Safari, an O'Reilly Media Company. MitwirkendeR ctb TUM01 ZDB-30-ORH TUM_PDA_ORH https://learning.oreilly.com/library/view/-/53863MIT60109/?ar X:ORHE Aggregator lizenzpflichtig Volltext |
| spellingShingle | Ettenson, Richard Grove, Hannah Knowles, Jonathan Sellers, Kevin Selling Solutions Isn't Enough Creative ability in business Creative thinking Technological innovations New products Créativité dans les affaires Innovations |
| title | Selling Solutions Isn't Enough |
| title_auth | Selling Solutions Isn't Enough |
| title_exact_search | Selling Solutions Isn't Enough |
| title_full | Selling Solutions Isn't Enough Ettenson, Richard |
| title_fullStr | Selling Solutions Isn't Enough Ettenson, Richard |
| title_full_unstemmed | Selling Solutions Isn't Enough Ettenson, Richard |
| title_short | Selling Solutions Isn't Enough |
| title_sort | selling solutions isn t enough |
| topic | Creative ability in business Creative thinking Technological innovations New products Créativité dans les affaires Innovations |
| topic_facet | Creative ability in business Creative thinking Technological innovations New products Créativité dans les affaires Innovations |
| url | https://learning.oreilly.com/library/view/-/53863MIT60109/?ar |
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