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The Solution Marketing Transformation program and servcies will accelerate your efforts to transition from a product-centric organization to a solution-centric organization.
Workshop:
This is a three-hour workshop, held on-site at your location and would include key members of your sales and marketing teams. Prior to the workshop, an assessment is conducted that establishes the current state of your transition from selling products to selling solutions. The results of this assessment along with the new ideas, processes, and best practices covered throughout the workshop will help attendees reach consensus on key areas of focus to improve marketing and sales alignment, effectiveness, and results.
Upon completion of the Solution Marketing Transformation workshop, participants will understand:
- The key differences between product and solution marketing
- The three key marketing processes that need to be re-engineered to support a solution-centric strategy
- A simple, strategic, and sustainable process that will immediately enhance the strategic and tactical relevance your marketing organization
- Five guiding principles that will increase the quality of the customer-facing collateral and leads generated by marketing
- How to enable your sales organization to engage customers as a trusted partner instead of a product seller and more effectively and efficiently:
- Identify qualified opportunities
- Build credibility
- Assess and even increase buyer urgency
- Communicate business value
- Articulate the impact of differentiation
After the workshop SPI will also deliver a written summary of recommended actions and a transformation roadmap outlining specific processes and best practices to simplify, accelerate, and institutionalize your transformation from selling products to solutions.
Solution Marketing Transformation Implementation and Coaching Services:
Every marketing organization will face different transformation challenges, so Sales Performance International has developed several customizable services to help you define the strategy for implementing the products to solutions transformation. These services include:
- Strategic consulting to help identify the transformation strategy and develop a detailed implementation plan
- Customized in-house and web-based training on how to build customer relevant and sales ready Value Maps
- One on one coaching for the people responsible for driving the transformation and aligning that process with sales
