If IT companies seek to differentiate themselves from the competition, they must turn to consultative selling. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance. The Art of Consultative Selling in IT provides a practical framework for becoming a successful consultative seller and shows how to use the blue ocean strategy to identify opportunities in areas where there is no competition. The first section discusses the advantages of consultative selling and explores the concepts of blue oceans. In blue oceans, demand is created rather than fought over. Competition is irrelevant because the rules of the game are waiting to be established. The author explains how you can use consultative selling techniques to create your own blue oceans of unknown market space, where opportunities for growth are both rapid and profitable. In the second section, the author defines the consultative selling framework (CSF). This framework is based on proven processes, best practices, and real-time case studies to make consultative selling a reality. It provides clear guidelines for understanding your customer's current landscape and challenges, owning its priorities, and helping it to achieve its short-term and long-term goals. The author explains how to use CSF to generate innovative ideas and present them to your customer through profit improvement or efficiency improvement proposals. The book concludes with examples of several innovative business improvement ideas that you can present to your customers, including Agile project management, master data management (MDM), application portfolio rationalization, and business process management (BPM). The author discusses the benefits of each methodology and lists the trigger points to think about when deciding whether the methodology can add value to a particular customer.
Foreword 1 Foreword 2 Acknowledgments Introduction About the Author The Art of Consultative Selling Key Points Linking the Art of IT Consultative Selling to Blue Ocean Strategy Key Points Consultative Selling Framework (CSF) Building Blocks Inside-Out Theme Outside-In Theme Ideas Are Generated from a Combination of the Inside-Out Theme and the Outside-In Theme The Innovation Factory Key Points Getting Into the Details of the Inside-Out Theme Governance of the Inside-Out Theme Tangible Decisions from the Inside-Out Theme Scaling Up the Inside-Out Theme Key Points Getting Into the Details of the Outside-In Theme Governance of the Outside-In Theme Tangible Decisions from the Outside-In Theme The Final Step The Empirical Process Model for the Outside-In Theme Key Points The Innovation Factory Innovation Validation Innovation Selection Innovation Implementation Phase Key Points Bringing All the Pieces Together-Uniting CSF What Comes First-The Inside-Out Theme or Outside-In Theme? Engaging Your Customer in Outside-In and Inside-Out Themes Talent Group Lead Being the SME during Project Implementation Measuring Success of CSF Theme Density Innovation Density Benefit Realization Customer Satisfaction Key Points Getting into the Details-E-CSF The Enterprise CSF Methodology Key Points The E-CSF Implementation-Getting to the Roots The Localized Phase The Sub-Globalized Phase The Globalized Phase Identifying Domains for Localized Phase, Sub-Globalized Phase, and Globalized Phase Business Done by Your Organization vs. Your Competitors Customer Trust and Intimacy in Each Domain Customer Satisfaction in Delivery in Each Domain Your Organization's Knowledge in a Domain Bringing the Parameters Together for Analysis Key Points Agile Methodology Definition of Collocated Agile Definition of Distributed Agile Applying Agile in CSF Applying Collocated Agile in CSF Applying Distributed Agile in CSF Conclusion Key Points The Art of Six Sigma Applying Six Sigma in CSF Key Points Master Data Management Applying MDM Concept in CSF The Link between MDM and Big Data-A Short Summary Key Points Application Portfolio Rationalization Applying Application Portfolio Rationalization via CSF Key Points Cloud Computing Cloud Delivery Models Infrastructure as a Service (IaaS) Platform as a Service (PaaS) Software as a Service (SaaS) Cloud Deployment Models Private Cloud Public Cloud Community Cloud Hybrid Cloud Applying Cloud Concept in CSF Key Points Business Process Management Applying BPM in CSF Key Points References Resources Index
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