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...

Description complète

Détails bibliographiques
Auteurs principaux: Ettenson, Richard (Auteur), Grove, Hannah (Auteur), Knowles, Jonathan (Auteur), Sellers, Kevin (Auteur)
Collectivité auteur: Safari, an O'Reilly Media Company
Format: Électronique eBook
Langue:Inglés
Publié: MIT Sloan Management Review, 2018.
Édition:1st edition.
Sujets:
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
Accès en ligne:Texto completo (Requiere registro previo con correo institucional)
Description
Résumé: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.
Description matérielle:1 online resource (21 pages)

Documents similaires