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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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Bibliographic Details
Main Authors: Ettenson, Richard, Grove, Hannah (Author), Knowles, Jonathan (Author), Sellers, Kevin (Author)
Format: eBook
Language:English
Published: MIT Sloan Management Review 2018
Edition:1st edition
Subjects:
New Products / Http://id.loc.gov/authorities/subjects/sh85091388
Creative Thinking / Http://id.loc.gov/authorities/subjects/sh85033844
Creative Ability In Business / Fast
Technological Innovations / Fast
New Products / Fast
Creative Thinking / Fast
Innovations
Créativité Dans Les Affaires
Creative Ability In Business / Http://id.loc.gov/authorities/subjects/sh85033838
Technological Innovations / Http://id.loc.gov/authorities/subjects/sh85133143
Online Access:
Collection: O'Reilly - Collection details see MPG.ReNa
Description
Summary: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
Item Description:Made available through: Safari, an O'Reilly Media Company
Physical Description:21 pages

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