Microsoft Dynamics Sure Step 2010

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 is the crux of the issue—"solution" can mean different things to different people. Because a solution has applicability to multiple contexts, it is a commonly used word in organizations, necessitating that the organizations must clearly define the usage of the term.

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