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‘Whatever it was caught you where you are today is not sufficient to keep you there’ said Mr SVN Raju Marella, Marketing Head, Integrated Solutions of Sartorius Stedim, during the invited talk ‘Solution Selling in B to B industry’ delivered on August 7, 2018, to SDMites. The talk focused on ‘market’ from the - buyer's perspective, seller's perspective, and ‘buying influences’ from the perspectives of – organization, user, technical, economics. Mr Raju opined that ‘solution offering can include a combination of one or several product/services delivering a value which is unique and more than the sum of individual components’. The talk concluded with the discussion on the relationship – discussing the organization to organization, which is managed to add value; and, interpersonal - individual, how to behave with each other. |
