Selling Solutions Isn't Enough /

Rather than trying to sell standardized products or services to the biggest possible set of buyers, B2B companies need to develop ways to help specific customers achieve better outcomes. Instead of describing their solutions, companies first need to understand customers' specific challenges, ob...

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Bibliographic Details

Main Authors:	Ettenson, Richard (Author), Grove, Hannah (Author), Knowles, Jonathan (Author), Sellers, Kevin (Author)
Corporate Author:	Safari, an O'Reilly Media Company
Format:	eBook
Language:	English
Published:	MIT Sloan Management Review, 2018.
Edition:	1st edition.
Subjects:	Electronic books.
Online Access:	Connect to this electronic resource