Viewpoints
GeoStrategy Viewpoints
Solutions Selling in Telecommuncations: Enabling the shift from product to solutions-focused selling
Over the course of 18 months, Lucent Worldwide Services , with the help of GeoStrategy Consulting, revised its strategy to focus on selling "solutions" to better serve its customers in a competitive environment. Its revamped approach and selling collateral now enable more effective solution selling, communicating differentiated value, enabling a customer dialogue, and speaking to an executive audience. Over 75% of the firm's solutions have been adapted to the new approach, and the very language and culture of the firm is evolving, to ultimately support the new approach.
Customer Portfolio Assessment: Applying The Right Lens
While data is becoming ubiquitous, executives often struggle to make sense of it all. Data overload often distracts businesses from what should be their top priority - profitable growth. GeoStrategy has developed a straightforward approach, which relies primarily on easily accessible data, to help executives rethink the way they analyze their customers, markets, and provide better focus for their sales force.
Planning For Success: Is IT Focused On The Right Agenda?
CIO's are increasingly faced with a significant challenge to leverage IT investments to help business partners establish and maintain competitive advantage. At the same time, organizations frequently de-emphasize or misinterpret the IT strategic planning process by focusing too heavily on past investments. As the pace of change increases and business grows more dynamic, the old ways of IT planning are no longer up to the task. GeoStrategy has developed a fresh point of view on why IT organizations must rethink the way they do long-term planning and what are the key ingredients for success in this new environment.
Stock TherapyTM
Stocks move up and down less as a result of the actions that impact a company's short-term or long-term opportunity for profit and more as a function of how these actions are perceived by the investment community. Stock TherapyTM is a solution developed by GeoStrategy Consulting that helps a firm understand why the market is discounting its value, how to take action to improve operational performance, and how to manage perception over time. Written in 2003, this article still offers important lessons for today's business environment.
Partner Publications
Miller-Heiman: Why Sales People Are Losing At The Top
A thought-provoking commentary on the biggest reason sales are being derailed at the executive level: salespeople aren't selling how executives want to buy. Miller-Heiman's two-year research effort reveals a groundbreaking reality: The way you sell is incompatible with how executives really make decisions.
Miller-Heiman: Change The Way You Persuade
Managers typically use a one-size-fits-all approach when trying to influence their bosses and colleagues. New research shows that's a mistake. Persuasion works best when it's tailored to five distinct decision-making styles.
Purchase this article from Harvard Business Review (May 2002)