Solutions Marketing Consulting Overview
Solutions Insights helps companies with solutions strategy, organization, marketing and sales. In other words, we help you figure out what sort of solutions business you want to build, how to build it, and then how to connect with customers and close the deal.
Specific services include:
- Strategic Alignment
Aligning the organization around solutions strategy
Most business units practice what child development specialists call “parallel play.” They’re preoccupied and content with their own activities, and pay little attention to the other units. Our approach and tools focus on assessing the severity of organizational isolation, identifying specific opportunities and benefits for cross- business unit collaboration, and building a sturdy foundation for solutions-driven integration.
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- Offering Distinction
Developing and launching compelling new solutions
The sad reality is that most so-called solutions struggle for a foothold in the market. Companies pay too little attention to the early stages of solutions development, resulting in offerings that sound just like the competitors’ and still miss the customer mark. Our approach and tools focus on creating disciplined development processes, highly-targeted value propositions, and effective launches that pave the way for sales success.
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- Customer Connection
Deepening connections with customers and prospects
Too many marketing groups continue to pitch the features, functions, and benefits of individual products and services with little connection to the actual business challenges their prospects care about most. Our approach and tools focus on creating persuasive thought leadership and rich content that speaks to customer needs first, and provides ongoing lead development, nurturing, and social media initiatives that broaden and deepen essential connections.
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- Sales Acceleration
Shortening the sales cycle for high-value solutions
Product-oriented companies spend an enormous amount of time and energy training their sales teams to sell the products that come off the line and are ready for sale. For solutions, salespeople need to be highly consultative, understanding how to balance customization with standardized features and characteristics. Our approach and tools focus on reorienting sales support, innovating with key accounts, and providing the highly focused training and coaching that underlie solutions selling success.
Learn more about Sales Acceleration services