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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Detalles Bibliográficos
Autores principales: Ettenson, Richard (Autor), Grove, Hannah (Autor), Knowles, Jonathan (Autor), Sellers, Kevin (Autor)
Autor Corporativo: Safari, an O'Reilly Media Company
Formato: Electrónico eBook
Idioma:Inglés
Publicado: MIT Sloan Management Review, 2018.
Edición:1st edition.
Temas:
Creative ability in business.
Creative thinking.
Technological innovations.
New products.
Créativité dans les affaires.
Innovations.
Creative ability in business
Creative thinking
New products
Technological innovations
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Descripción
Sumario: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.
Descripción Física:1 online resource (21 pages)

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