Selling ServicesSales teams must increase their service offering to customers. There’s a lot of ‘head nodding’ but not a lot of change. Existing customers have been taking services from your competitors. The sales team have trouble selling services with their customers. The technical team utilisation rates are well down. There is an ’us’ and ‘them’ standoff between sales and technical departments.
Our engineers aren't technical enough!
Technology businesses must grow their service mix to develop future profitability and counter declining technology prices. Selling Services is not like selling tangible hardware or software, and the hourly rate has little to do with services value proposition. Selling Services demonstrates how products and services sales cycles are linked. Understanding how these cycles affect and leverage off each other is vital to predicting Services sales opportunities. Unlike product sales, Services sales are typically OPEX budgeted. Their financial justification differs from products sales. Understanding how IT calculate their value is key to selling more services.
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