Solutions Selling: Is the Pain Worth the Gain?

Topics:
Direct and Indirect Sales Channels,
Marketing Strategy,
Strategic Partners
Tags:
Marketing,
Marketing Research,
McKinsey & Co.
Source:
McKinsey & Company

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Overview: "Solutions Selling" has been perhaps the most overused marketing buzzword of the last decade. This paper talks about a research which reveals that many companies have adopted "Solutions Selling" approaches that promise increased margins, win rates, share of wallet, customer retention, or access to new markets. However, three out of four companies fail to see sustainable economic impact. Companies can realize tremendous upside if they rigorously address three fundamental questions.

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Format: PDF | Size: 326KB | Date: Apr 2003 | Pages: 16

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