Comments on: Olson on Selling: Customer Centric vs. Product Centric Selling http://www.ericjohnolson.com/blog/2007/07/23/olson-on-selling-customer-centric-vs-product-centric-selling/ Media, Economics, Finance, Business, Technology, etc. Mon, 19 Apr 2010 08:03:18 +0000 http://wordpress.org/?v=2.9.2 hourly 1 By: Fraser http://www.ericjohnolson.com/blog/2007/07/23/olson-on-selling-customer-centric-vs-product-centric-selling/comment-page-1/#comment-18830 Fraser Tue, 24 Jul 2007 15:56:40 +0000 http://www.ericjohnolson.com/blog/2007/07/23/olson-on-selling-customer-centric-vs-product-centric-selling/#comment-18830 I wonder if there can be a model that stitches together the two approaches. You can imagine that in most big companies there are bundles or suites of products that compliment one another nicely w/in a given space. It would make sense for a sales team to sell the entire basket of complimentary goods. It's also easy to imagine that any individual would be able to understand the value prop and sales pitch of all of the goods within a suite. I suspect that the real benefit of this model would fall to the customer who would be able to enjoy the leveraged benefits as well as the cost savings of buying the package. I wonder if there can be a model that stitches together the two approaches. You can imagine that in most big companies there are bundles or suites of products that compliment one another nicely w/in a given space. It would make sense for a sales team to sell the entire basket of complimentary goods. It’s also easy to imagine that any individual would be able to understand the value prop and sales pitch of all of the goods within a suite.

I suspect that the real benefit of this model would fall to the customer who would be able to enjoy the leveraged benefits as well as the cost savings of buying the package.

]]> By: Sudhir Hasbe http://www.ericjohnolson.com/blog/2007/07/23/olson-on-selling-customer-centric-vs-product-centric-selling/comment-page-1/#comment-18789 Sudhir Hasbe Tue, 24 Jul 2007 02:41:41 +0000 http://www.ericjohnolson.com/blog/2007/07/23/olson-on-selling-customer-centric-vs-product-centric-selling/#comment-18789 I agree philosophically with your reasoning but you correctly point out the challenges in implementing it. I think for large companies differentiating between Account management or front line sales and core technical sales is critical. I think the account managers should know breath of products and if customers really need indepth information technical sales can chip in. This should not be that difficult to implement, I guess. Enjoy. Good blog. I agree philosophically with your reasoning but you correctly point out the challenges in implementing it. I think for large companies differentiating between Account management or front line sales and core technical sales is critical. I think the account managers should know breath of products and if customers really need indepth information technical sales can chip in. This should not be that difficult to implement, I guess.

Enjoy. Good blog.

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