Conference Presentation

Implementing an Outcome-Based Sales Strategy for Managed XaaS Sales

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Join us and help build an outcome chain live during this session! Selling managed services requires a deliberate shift from selling capabilities and technology to a sales strategy lead by achieving customer business outcomes. Implementing outcome based selling is far more than changing the customer conversation.

Through group discussion and creativity, we will build an outcome chain, using the Outcome Chains tool, focused on selling managed services. Participants will leave with a framework for implementing outcome based selling and with a greater appreciation of how to build an outcome chain. The outcome chain we create in the session will be shared with all participants.

Presented By:

George Humphrey

VP Research, Managed Services, TSIA

Bill Hall

Partner, Pretium Partners

Publish Date: May 6, 2016

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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