The Solution Centric Organization

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The Solution-Centric Organization

Author : Keith M. Eades
Publisher : McGraw Hill Professional
ISBN 13 : 007149166X
Total Pages : 314 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis The Solution-Centric Organization by : Keith M. Eades

Download or read book The Solution-Centric Organization written by Keith M. Eades and published by McGraw Hill Professional. This book was released on 2007-04-10 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 through: A New Sales Environment:provides the rationale for transforming a company into a solution-centric organization, fully describing the emerging emphasis on solution-centricity, the growing trend in solutions focus, and common reactions to sales performance problems in business today Solution-Centric Concepts and Principles: explains the essentials of solution-centricity and how to embrace them, exploring the implications for sales, the kinds of organizational transformations needed to become solution-centric, and the dangers of “pseudo solutions” A Practical Framework to Drive Performance Improvement: offers a systemic approach for aligning marketing and sales functions to support solution-centric behavior and integrate those activities to improve revenue generation Sales Performance Health Check_presents a methodology for assessing where systemic factors have a negative impact on overall sales performance, featuring objective assessment criteria for each of 26 performance areas and numerous templates and tools for understanding customer problems and needs Designed to help organizations capitalize on the realities of 21st century business, this essential management guide contains clear starting points for moving a company to the powerful solution-centric model, plus practical benchmarks for measuring the success of the transformation. Authoritative and easy to use, The Solution-Centric Organization equips forward-looking companies with all the concepts, methodology, and techniques needed to reap the rewards of becoming solution-centric: significant competitive advantage, larger sales volume, increased revenue and profit, higher employee morale, and greater customer loyalty.

Summary: The Solution-Centric Organization

Author : BusinessNews Publishing,
Publisher : Primento
ISBN 13 : 2511021854
Total Pages : 45 pages
Book Rating : 4.5/5 (11 download)

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Book Synopsis Summary: The Solution-Centric Organization by : BusinessNews Publishing,

Download or read book Summary: The Solution-Centric Organization written by BusinessNews Publishing, and published by Primento. This book was released on 2014-11-12 with total page 45 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-read summary of Keith Eades and Robert Kear's book: "The Solution-Centric Organization: Transform Your Revenue Engine to Market and Sell High Value Solutions". This complete summary of Keith Eades and Robert Kear's book "The Solution-Centric Organization" shows that, as globalisation proceeds, more and more companies are trying to differentiate themselves by offering “solutions” – loose bundles of products and services lumped together in an attempt to offset being viewed as commodities. However, this isn't enough and something more fundamental needs to change. In their book, the authors explain that in order to move from being product-centered to becoming solution-centered, there are six systemic drivers which need to be aligned. This summary presents the competitive advantage of becoming solution-centric, and gives essential concepts and principles to solution-centricity. Added-value of this summary: • Save time • Understand key concepts • Expand your knowledge To learn more, read "The Solution-Centric Organization" and discover the key to creating products that customers really want.

Designing the Customer-Centric Organization

Author : Jay R. Galbraith
Publisher : John Wiley & Sons
ISBN 13 : 1118046862
Total Pages : 208 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis Designing the Customer-Centric Organization by : Jay R. Galbraith

Download or read book Designing the Customer-Centric Organization written by Jay R. Galbraith and published by John Wiley & Sons. This book was released on 2011-01-06 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designing the Customer-Centric Organization offers todayâ??s business leaders a comprehensive customer-centric organizational model that clearly shows how to put in place an infrastructure that is organized around the demands of the customer. Written by Jay Galbraith (the foremost expert in the field of organizational design), this important book includes a tool that will help determine how customer-centric an organization is- light-level, medium-level, complete-level, or high-level- and it shows how to ascertain the appropriate level for a particular institution. Once the groundwork has been established, the author offers guidance for the process of implementing a customer-centric system throughout an organization. Designing the Customer-Centric Organization includes vital information about structure, management processes, reward and management systems, and people practices.

Designing Your Organization

Author : Amy Kates
Publisher : John Wiley & Sons
ISBN 13 : 1118047516
Total Pages : 293 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis Designing Your Organization by : Amy Kates

Download or read book Designing Your Organization written by Amy Kates and published by John Wiley & Sons. This book was released on 2010-12-23 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designing Your Organization is a hands-on guide that provides managers with a set of practical tools to use when making organization design decisions. Based on Jay Galbraith’s widely used Star Model, the book covers the fundamentals of organization design and offers frameworks and tools to help leaders execute their strategy. The authors address the five specific design challenges that confront most of today’s organizations: · Designing around the customer · Organizing across borders · Making a matrix work · Solving the centralization—and decentralization dilemma · Organizing for innovation

The Experience-Centric Organization

Author : Simon David Clatworthy
Publisher : O'Reilly Media
ISBN 13 : 1492045748
Total Pages : 270 pages
Book Rating : 4.4/5 (92 download)

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Book Synopsis The Experience-Centric Organization by : Simon David Clatworthy

Download or read book The Experience-Centric Organization written by Simon David Clatworthy and published by O'Reilly Media. This book was released on 2019-07-15 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: Is your organization prepared for the next paradigm of customer experience, or will you be left behind? This practical book will make you a winner in a market driven by experience, enabling you to develop desirable offerings and standout service to attract loyal customers. Author Simon Clatworthy shows you how to transform your organization into one that aligns your customers’ experiential journey with platforms, organizational structures, and strategic alliances. Rather than treat customer experience as an add-on to product and service design, you’ll discover how experience-centricity can drive the whole organization. Learn the five steps necessary to transform into an experience-centric organization Explore the underlying structure needed to design and deliver memorable experiences Understand how customers and clients experience products and services Develop experiential DNA as an extension of your brand DNA Be proactive by translating cultural trends into experiences

The New Solution Selling

Author : Keith M. Eades
Publisher : McGraw Hill Professional
ISBN 13 : 0071442332
Total Pages : 321 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis The New Solution Selling by : Keith M. Eades

Download or read book The New Solution Selling written by Keith M. Eades and published by McGraw Hill Professional. This book was released on 2003-12-05 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT The long-awaited sequel to Solution Selling, one of history's most popular selling guides Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features: A completely revamped, updated sales philosophy,management system, and architecture Tools to increase the quality and velocity of sales pipeline opportunities Techniques that "Best of the Best" use to prospect for success Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.

Customer Innovation

Author : Marion Debruyne
Publisher : Kogan Page Publishers
ISBN 13 : 0749471654
Total Pages : 263 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Customer Innovation by : Marion Debruyne

Download or read book Customer Innovation written by Marion Debruyne and published by Kogan Page Publishers. This book was released on 2014-05-03 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: A new set of organizations has discovered a new formula: they combine customer-centricity with innovative power. These organizations have created a completely outside-in approach to the market. Not driven by what they're good at, they start with the market and design their strategy around it, replacing practices of the past with a new set of capabilities which enable them to be ahead of the curve in discovering new market opportunities. Whereas the traditional value chain model regards the market as the end-outcome of the efforts of the organization, the reversed value chain model starts there. The customer is the starting point and the value chain is the result of understanding customer needs and requirements. Customer Innovation presents this unique case for developing the outside-in organization to drive your business success, combining market orientation with innovation to enable actionable positive change in the way your company does business. Winner of the Innovation and Entrepreneurship category of the 2015 CMI Management Book of the Year Awards, Customer Innovation provides every business with the framework it needs to combine customer focus with innovation to achieve success. It is packed with real world examples from a range of leading global companies including Disney, Coca-Cola, LEGO, Eurex, Netflix, KLM, Carglass, Komatsu, Callebaut and more to help you put market awareness at the heart of your business.

Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings

Author : Michael S. Dalis
Publisher : McGraw Hill Professional
ISBN 13 : 1259861163
Total Pages : 304 pages
Book Rating : 4.2/5 (598 download)

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Book Synopsis Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings by : Michael S. Dalis

Download or read book Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings written by Michael S. Dalis and published by McGraw Hill Professional. This book was released on 2017-06-02 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: Build a championship sales team that prepares, practices, and plays in sync—and closes every deal Gone are the days of meeting a client for lunch, chatting about your product, and closing the sale over dessert. Buyers today look very differently from those of the past. They make networked purchasing decisions by committee, with diverse roles, interests and backgrounds. With access to more information and a greater ability to share it, they demand value, access and alignment from their counterparties. Sales is now a team sport, and to win you have to build and manage selling squads that work in complete alignment—not just during client meetings, but before and after, as well. In Sell Like a Team, Michael Dalis, a senior consultant at the legendary sales training firm, The Richardson Company, guides you through the process of creating and managing selling squads that execute and win in every sales meeting or pitch. Winning selling squads are fueled by trust. There is an effective leader and every member knows his or her role. They plan, practice and make adjustments together. During customer meetings, they execute as a unit. And afterward, they debrief together so they can advance the sale, replicate the high points and eliminate the low ones in future meetings. In today’s competitive market, the difference between the winner and all the others is a lean at the tape. There’s a world of difference between teams that are qualified and those that win. This groundbreaking guide provides everything you need to create and organize selling squads that win more and win big.

Customer Centric Product Definition

Author : PDC Professional Publishing
Publisher : PDC Professional Publishing
ISBN 13 : 0615382630
Total Pages : 292 pages
Book Rating : 4.6/5 (153 download)

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Book Synopsis Customer Centric Product Definition by : PDC Professional Publishing

Download or read book Customer Centric Product Definition written by PDC Professional Publishing and published by PDC Professional Publishing. This book was released on 2010-07 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Best Practices and New Perspectives in Service Science and Management

Author : Ordóñez de Pablos, Patricia
Publisher : IGI Global
ISBN 13 : 1466638958
Total Pages : 418 pages
Book Rating : 4.4/5 (666 download)

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Book Synopsis Best Practices and New Perspectives in Service Science and Management by : Ordóñez de Pablos, Patricia

Download or read book Best Practices and New Perspectives in Service Science and Management written by Ordóñez de Pablos, Patricia and published by IGI Global. This book was released on 2013-04-30 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: Within global commerce, services and management play a vital role in the economy. Service systems are necessary for organizations, and a multi-disciplinary approach is ideal to establish full understanding of these systems. Best Practices and New Perspectives in Service Science and Management provides original research on all aspects of service science, service management, service engineering, and its supporting technology in order to administer cutting-edge knowledge to encourage the improvement of services. This book is essential for researchers and practitioners in the fields of computer science, software management, and engineering.

Delivering the Customer-centric Organization

Author : Layna Fischer
Publisher : Future Strategies Inc.
ISBN 13 : 0984976434
Total Pages : 200 pages
Book Rating : 4.9/5 (849 download)

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Book Synopsis Delivering the Customer-centric Organization by : Layna Fischer

Download or read book Delivering the Customer-centric Organization written by Layna Fischer and published by Future Strategies Inc.. This book was released on 2012-01-01 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: Customer-centric organizations are concerned about shrinking volumes of business, stiffer competition and ever-more demanding consumer expectations which have increased pressure on the bottom line. The ability to successfully manage the customer value chain across the life cycle of a customer is the key to the survival of any company today. Business processes must react to changing and diverse customer needs and interactions to ensure efficient and effective outcomes. This important book looks at the shifting nature of consumers and the workplace, and how BPM and associated emergent technologies will play a part in shaping the companies of the future. BPM's promises are real, but the path to success is littered with pitfalls and shortcuts to failure. Best practices can help you avoid them. If you are just embarking on using its methods and tools, these authors have a wealth of experience to learn from and build on. Whether you are a business manager or an Information Technology practitioner, this special collection will provide valuable information about what BPM can do for you-and how to apply it.

The Collaborative Sale

Author : Keith M. Eades
Publisher : John Wiley & Sons
ISBN 13 : 1118872428
Total Pages : 246 pages
Book Rating : 4.1/5 (188 download)

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Book Synopsis The Collaborative Sale by : Keith M. Eades

Download or read book The Collaborative Sale written by Keith M. Eades and published by John Wiley & Sons. This book was released on 2014-03-31 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Expert SharePoint 2010 Practices

Author : Winsmarts LLC
Publisher : Apress
ISBN 13 : 1430238712
Total Pages : 750 pages
Book Rating : 4.4/5 (32 download)

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Book Synopsis Expert SharePoint 2010 Practices by : Winsmarts LLC

Download or read book Expert SharePoint 2010 Practices written by Winsmarts LLC and published by Apress. This book was released on 2012-02-25 with total page 750 pages. Available in PDF, EPUB and Kindle. Book excerpt: Expert SharePoint 2010 Practices is a valuable compendium of best practices, tips, and secrets straight from the most knowledgeable SharePoint gurus in the industry. Learn from the experts as you dive into topics like multitenancy, solution deployment, business intelligence, and administration. Our team of carefully chosen contributors, most with Microsoft's Most Valuable Professional (MVP) designation bestowed upon them, shares with you the secrets and practices that have brought them success in a wide variety of SharePoint scenarios. Each contributor is passionate about the power of SharePoint and wants to help you leverage the capabilities of the platform in your business—but in the proper way. Go beyond procedures and manuals, and benefit from hundreds of years of combined experience, which the authors of Expert SharePoint 2010 Practices provide in these pages. Learn from the masters and take control of SharePoint 2010 like you never have before with Expert SharePoint 2010 Practices!

Escaping the Build Trap

Author : Melissa Perri
Publisher : O'Reilly Media
ISBN 13 : 1491973765
Total Pages : 200 pages
Book Rating : 4.4/5 (919 download)

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Book Synopsis Escaping the Build Trap by : Melissa Perri

Download or read book Escaping the Build Trap written by Melissa Perri and published by O'Reilly Media. This book was released on 2018-11-01 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: To stay competitive in today’s market, organizations need to adopt a culture of customer-centric practices that focus on outcomes rather than outputs. Companies that live and die by outputs often fall into the "build trap," cranking out features to meet their schedule rather than the customer’s needs. In this book, Melissa Perri explains how laying the foundation for great product management can help companies solve real customer problems while achieving business goals. By understanding how to communicate and collaborate within a company structure, you can create a product culture that benefits both the business and the customer. You’ll learn product management principles that can be applied to any organization, big or small. In five parts, this book explores: Why organizations ship features rather than cultivate the value those features represent How to set up a product organization that scales How product strategy connects a company’s vision and economic outcomes back to the product activities How to identify and pursue the right opportunities for producing value through an iterative product framework How to build a culture focused on successful outcomes over outputs

Office Optional

Author : Larry English
Publisher :
ISBN 13 : 9781735056722
Total Pages : 232 pages
Book Rating : 4.0/5 (567 download)

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Book Synopsis Office Optional by : Larry English

Download or read book Office Optional written by Larry English and published by . This book was released on 2020-06-05 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: Virtual work isn't the model of the future-it's here now. But many companies struggle with setting their employees free from the office without sacrificing culture. Centric Consulting president Larry English is here to guide the way. Twenty years ago, Larry and his friends weren't happy in their consulting jobs. The long hours took a serious toll on their personal lives. So they built their own company where employees could work virtually and the culture would contribute to both the business's success and employee happiness. Since then, Centric Consulting has expanded to over 1,000 team members with operations in 12 US cities and India-and everyone works remotely some or most of the time. As Larry unpacks everything he's discovered about creating and sustaining a culture of collaborative teams, you'll learn: How and why you need to cultivate an atmosphere of trust in a virtual environment How to recruit and hire team members for remote work How to build strong relationships with people you don't see every day How to scale your virtual company without sacrificing culture How the right software tools can help build culture How to be a great virtual team member Sprinkled with funny, insightful stories from Larry and other Centric employees, Office Optional: How to Build a Connected Culture with Virtual Teams is the ultimate guidebook to remote work and a successful virtual culture.

People-Centric Organizational Change

Author : Julie Hodges
Publisher : Kogan Page Publishers
ISBN 13 : 1398612561
Total Pages : 289 pages
Book Rating : 4.3/5 (986 download)

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Book Synopsis People-Centric Organizational Change by : Julie Hodges

Download or read book People-Centric Organizational Change written by Julie Hodges and published by Kogan Page Publishers. This book was released on 2024-02-03 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The only way to achieve successful business change is by engaging employees and making the transformation people-centric. This book explains how to achieve this. Written by a leading voice in the change management industry who has both academic and practitioner experience, People-Centric Organizational Change is a practical guide for change professionals and postgraduate students. It covers everything from what people-centric change is and why it's essential to engage people with the change through to the importance of the communication of change and how to do this effectively with a distributed workforce in a hybrid working environment. Using evidence-based research, this book fully explores the human dynamic of change, explains how to promote collaboration between colleagues and shows how to involve line managers in the change process. There is also advice on how to encourage staff to see change as an opportunity rather than a threat. People-Centric Organizational Change also includes discussion of the impact of change on employee wellbeing as well as the relationship between Equality, Diversity and Inclusion (EDI) and change. There is also advice on how to build people-centric initiatives into an overall change strategy. It is full of country agnostic tools and tips that can be used across cultures as well as frameworks and skills that can be applied in public, private and third sector settings. Global case studies and examples throughout help to put the content into context and show how a people-first approach to change works in practice. Online resources include PowerPoint slides for each chapter.

The SaaS Sales Method

Author : Fernando Pizarro
Publisher :
ISBN 13 :
Total Pages : 112 pages
Book Rating : 4.5/5 (71 download)

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Book Synopsis The SaaS Sales Method by : Fernando Pizarro

Download or read book The SaaS Sales Method written by Fernando Pizarro and published by . This book was released on 2021-07-29 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.