The Solution-Centric Organization

by Keith M. Eades and Robert Kear

Book Overview

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(R)_this business-building...

• Format: Hardcover
• Language: English
• ISBN: 0072262648
• ISBN13: 9780072262643
• Release Date: June 2006
• Publisher: McGraw-Hill Companies
• Length: 314 Pages
• Weight: 0.90 lbs.
• Dimensions: 1.2" x 6.7" x 9.2"

Customer Reviews

...and I thought the first two books were good...

...but "The Solution Centric Organization" is amazing. With a pointed message that sales is about getting your entire organization aligned around solutions, Eades and Kear clearly communicate more than the "what" and the "why"--they drill into the "how". With a far clearer writing style than the first "Solutions" books, the authors discern between solutions and 'pseudo-solutions'. The last part of the book gives easy to use tools to ascertain specific areas to improve and it describes ways to begin to get the organization aligned. "The Solution-Centric Organization" will impact our company more than any business book I've read.

What works & WHY...

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. If 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.