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Part of solution selling is the ability to sell a holistic solution. But many sales teams and services organizations find it hard to build consistency around their selling approach. How do organizations realize more revenue from sales people that have historically been lower performers, and build a consistent message and strategy to truly drive an outcome-based selling motion? In this session, learn about how we took the complex problem of attaching services to a deeply technical deal where services were looked at as an afterthought and are changing the way our teams are approaching their customer’s business and sales conversations leveraging technology and guided selling.
Sr. Director, Services Portfolio, Ciena
Publish Date: May 7, 2019
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
The Technology & Services Industry Association (TSIA) is dedicated to helping technology and services organizations large and small grow and advance in the technology industry. Find out how you can achieve success, too. Call us at (858) 674-5491 or we can call you.