The Solution-Centric Organization »

Keith Eades is the founder, president, and CEO of Sales Performance International (SPI). He has consulted with the senior management teams of leading edge organizations and trained thousands of sales and executive management professionals on the principles of Solution Selling®.

Robert Kear is vice president of Marketing at SPI. He has more than 20 years of extensive, hands-on experience in all facets of technology industry management.

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.

Keith Eades is the founder, president, and CEO of Sales Performance International (SPI). He has consulted with the senior management teams of leading edge organizations and trained thousands of sales and executive management professionals on the principles of Solution Selling®.

Robert Kear is vice president of Marketing at SPI. He has more than 20 years of extensive, hands-on experience in all facets of technology industry management.

Soundview Executive Book Summaries

Management experts Eades and Kear urge a fundamental change in how companies perceive themselves and their customers. The "solution-centric organization" is defined by problems solved rather than products sold. In the face of globalization, marketing and sales organizations can benefit from new ideas. This practical guide thoroughly explains the concepts for a solution-centric change in your company. It includes assessment tools and templates. Copyright © 2007 Soundview Executive Book Summaries