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Customer Success with Microsoft Dynamics Sure Step by Nilesh Thakkar, Vincent Bellefroid, Chandru Shankar

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What it means to be solution centric

Let's begin this discussion by expounding on the definition of a "solution". Quite simply, the word "solution" means an answer to a problem. But the English Thesaurus offers us other terms such as key, clarification, elucidation, explanation, resolution, and result. All of these definitions fit quite nicely into the constructs of business-solution selling, and therein lies the crux of the issue—"solution" can mean different things to different people. Because a solution can be applied to multiple contexts, it is a commonly used and sometimes abused word in organizations; hence, there is the need to clearly define the usage of the term.

In his book, The New Solution Selling, Keith Eades, who founded the Sales ...

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