Tuesday, May 11, 2010

Services and Sales

I read this article solutionsellingblog: Solution Selling for Services, the Problem and the Solution. It looks at how the Services department of many IT vendors is in closest contact with the customers.

Is there a way of leveraging this to get more sales?  

The issue is, that Services people are generally not motivated towards selling in the same way that sales people are.  Even if we could motivate them the right way, would the act of selling change the nature of the relationship?

The solution is to use services as a source of leads, to be followed up within Sales, or by a sales orientated services manager.  This way, the services chaps work on the relationship, the sales guys work on closing, and everybody is happy.

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