The Art of Consultative Selling in IT: Taking Blue Ocean Strategy a Step Ahead, 1st Edition (Paperback) book cover

The Art of Consultative Selling in IT

Taking Blue Ocean Strategy a Step Ahead, 1st Edition

By Venkatesh Upadrista

Productivity Press

167 pages | 36 B/W Illus.

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pub: 2015-01-27
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Description

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.

Table of Contents

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

About the Author

Venkatesh Upadrista is currently working for a large IT services company holding responsibility at a business unit level to manage multiple large client relationships.

During his IT career, he has won several large business deals based on the knowledge he possesses in consultative selling techniques. He began compiling management encyclopedias as a high school student. Venkatesh took the vast collection of experimental facts from various sources and the research that he had been accumulating for several years and began to deploy them throughout his professional experience.

He is an advisor to a number of business development initiatives and has been a partner to CIOs of several large organizations to help them define ways to improve their top-line and bottom-line revenues and to prioritize their business initiatives.

His experience moves across project management and sales leadership. He has worked in a blended mixture of the onsite/offshore model and through his experience, has helped many customers move their strategies to gain several qualitative and quantitative benefits.

Subject Categories

BISAC Subject Codes/Headings:
BUS053000
BUSINESS & ECONOMICS / Quality Control
BUS058000
BUSINESS & ECONOMICS / Sales & Selling
BUS083000
BUSINESS & ECONOMICS / Information Management