This guide throws out old marketing ideas to make way for the special realities of the hi-tech market. Based on a modern model and offering practical insights, this edition has been updated to include coverage of the Internet and World Wide Web.

In this text, the author outlines his scenaric approach to developing a strategic vision for businesses, drawing on work done for institutions and companies such as the White House, EPA and the International Stock Exchange.

Provides details about building organizations that prosper long into the twenty-first century and beyond, and also about visionary companies. This book contains specific examples and is organized into a coherent framework of practical concepts that can be applied by managers and entrepreneurs at various levels.

Talks about Solution Selling - a comprehensive sales and sales management process.

Reveals how the spread of connectivity and common standards is redefining the information channels that link businesses with their customers, suppliers, and employees. It expands the concepts explored in the Harvard Business Review article, Strategy and the New Economics of Information and, presents a guide for applying them.