Conference Presentation

Maximize Service Sales with Innovative Methods

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What expand selling approaches and methodologies work best to maximize your services sales? Whats the right starting point? How can you get the most out of your existing Sales, Support, and Renewals teams and get them effectively working on a cross-functional basis?

In this session, you will learn innovative approaches that help answer those questions, which includes assessing the skills of your Sales teams.

  • What motivates them?
  • How can you best leverage your existing data as business intelligence to provide the type of customer profiles that helps you truly understand your customers?
  • Does your Sales team have the right tools to help ask the right questions at the right times during the sales engagement process?
  • How quickly are they getting to content they need?
  • Do they have the right content to deliver a true value message?
  • How can tools such as Outcome Chains work to address these requirements?

This session will also answer these questions and help understand how expand selling and Sales acceleration methods can be employed by taking into account your existing customers, better understanding their profiles and needs, getting to the content you need on a timely basis, and working collaboratively across your teams to ensure success.

Presented By:

Mark Leff

Sr. Manager, Customer Experience Sales Acceleration, Cisco Systems

Publish Date: October 17, 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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