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Conference Presentation

Unleashing the Revenue Generating Power of Your Field Services Workforce

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The new operating model for technology suppliers is driving revolutionary changes in the role of Field Service workforces. This represents a significant opportunity for technology service suppliers as Field Service people can move from the cost center to the revenue generating side of the business. Field Service people are ideally positioned to drive more revenue with customers because they are with the customer on a regular basis and already have the ‘coveted trusted advisor’ relationship with customers.
What is needed to unleash the revenue generating power of Field Services is the development of several capabilities:
  • The skills to interact and communicate with customers in ways that focus on the customer’s business outcomes as well as their personal motivations and issues
  • The ability to think and act pro-actively in the interests of the customer, where they can help the customer to achieve business outcomes
  • The ability to create win-win, balanced outcomes with the customer
In this highly interactive workout session, you will learn how to develop and embed these new capabilities in your Field Service organization, empower Field Services to become the trusted business partner that customers want and generate the revenue that you want.


Presented By:

Paul Hesselschwerdt

CEO, Global Partners Inc.

Michael Wolf

Sales Consultant, Trainer and Coach, Global Partners Inc.

Vele Galovski

Vice President, Research and Advisory, Field Services, TSIA

Publish Date: May 6, 2014

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