An interesting roadmap – I’d like to see the corresponding ‘solution buying’ model mapped against this and suspect it may not be a great fit (and getting less so by the hour!)
Part of a Series: Helping Your Channel Sell Solutions (So They Can Sell More of Your Products…)
- What 3 Questions Indicate Whether You Need to Sell “Solutions”? (and when does selling “Product” work better?…)
- Do Your Product Business Units Lead to (Product) “Push” Marketing (and Missed Revenue)?
- The Three Types of “Solutions”: Which One Do You Use to Market and Sell?
- The Solution Blueprint: A Visual Tool for Creating Solution Messaging that Speaks to Customer Needs
SOLUTION is a word that can make any IT marketer cringe. Everyone knows the industry should sell “solutions”, but what does that really mean? It has become something of a cliché. If you add the word “solution” to any product name, it magically transforms from a “product-push” message to a customer friendly “solution message” – yeah, right.
In today’s post I will talk about the types of solutions (yes, there are several types)…
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