The transformation of business -- Business processes : the enablers of innovation -- Analytics : insights for innovation -- It matters : technical architecture for innovation -- Organizational legacies : impediments to value creation -- Efficiency and flexibility : managing the tension --...

A new sales environment -- A focus on solution-centricity -- The solutions bandwagon -- Common reactions to performance problems -- Solution-centric concepts and principles -- The emergence of pseudo-solutions -- Beyond solution selling -- A practical framework to drive performance improvement...

Introduction -- Maximizing profitability -- Customer selection metrics -- Managing customer profitability -- Maximizing customer profitability -- Managing loyalty and profitability simultaneously -- Optimal allocation of resources across marketing and communication strategies -- Pitching the...