The Solution-Centric Organization

by Keith M. Eades, Robert Kear

The Solution-Centric Organization provides a comprehensive framework for moving companies away from a product/price orientation to a successful, solution-centric approach that includes sales, marketing, communication, and a problem-solving mentality. Written by the CEO and Marketing VP of Sales Performance International (SPI)_a company that has trained thousands of senior managers in the principles of Solution Selling®_this business-building resource shows how to transform an organization so that it can better solve customers' problems, and thereby differentiate itself from the competition. The Solution-Centric Organization takes managers step by step

Genres: Business

284 pages, Hardcover

First published January 1, 2006

Reviews

[Jason Mesiarik · Rating 5 out of 5]

Eades & Kear take The New Solution Selling to a higher level with the application of the principles throughout the enterprise. They examine the interactions and roles of the different departments (HR, Marketing, Compensation, Management, Service, and more) in a detailed yet concise analysis and application of their proper organizational involvement and accountabilities in a solution-centric organization.
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\nIf you have ever been curoius to know either where your roadblocks internally have been or why they exist and how to correct them then you really should make this book a priority. It is a must read for leaders of organizations in the midst of transforming their salesforce and more importantly company from product-focused to client-focused.

[Jason · Rating 2 out of 5]

Read this for work - while it had some good information the format was difficult to get through. While this may be the format I felt it needed more case studies or even statistics to get the point across. It makes sense and should be the way organizations organize themselves in the future but that was a dry read.

[Trent · Rating 5 out of 5]

Anyone remotely related to sales and marketing needs to read this book.