Monthly Archives: December 2009

December 30, 2009

Introduction to Solution Marketing

– By Steve Robins It’s pretty safe to say that until earlier this year, few if any people defined Solution Marketing. Sure, Solution Selling has been around for so long that it’s almost passé now. And it seemed that just about every … Continue reading →

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Filed under Solution Marketing

December 30, 2009

Speaking Customer-ese

Power up your solution marketing with your new customer language skills. Follow up post to Learn a New Language – By Steve Robins Yesterday, we talked about how to develop your customer/buyer/user language skills through a six part process in which you reviewed the … Continue reading →

Learn a New Language

Win New Customers: Speak Their Language – By Steve Robins Six years running industry and solutions marketing at EMC Documentum underscored an important lesson for all solution marketers: To engage on any level with business-oriented prospects, you need to speak their … Continue reading →

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Filed under Information, Message, SIVA - Elements of Solution Marketing, Solution Marketing

Tagged as Customer language, Jargon, Language, Market segmentation, Message, Messaging, Segmentation, Solution Marketing, Solutions

December 27, 2009

It’s the Business Problem, Stupid

A Lesson from AMD’s Consumer Solutions – By Steve Robins Several months ago, chipmaker AMD updated their consumer marketing to focus on the total value of their PC chips rather than the speeds and feeds that consumers often found confusing and … Continue reading →

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Filed under Case Studies, Information, Solution Marketing

Tagged as AMD, AMD Vision, Case Study, Information, iTouch, Messaging, NY Times, PCs, Solution, Solution Marketing