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Conference Presentation

Consultative Selling Approaches to Selling Managed Services (Workout)

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Managed services providers have a lot at stake. With longer sales cycles, higher cost of sales, and high risk/reward of the opportunities, providers must not take the "same old sales" approach. Providers can realize significant ROI from deploying the proper sales model. Utilizing the popular workout session format, participants will help define the requirements, challenges, and best practices for a successful, consultative selling model. More complex than a regular annuity sale and completely different than the capital equipment sale, the managed services sales process model must be designed according the solution's complexity and the customer's buying process. From the buyers' point of view, utilizing managed services is a decision about choosing a business model that best achieves business objectives. The provider must have a sales process that recognizes this.

Presented By:

George Humphrey

VP, Managed Services Research, TSIA

Publish Date: October 19, 2018

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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