Conference Presentation

Upsell and Cross-Sell

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Companies like Corptax are increasingly leveraging consulting and service delivery resources in a dual role that includes sales. This can increase customer touch points, add clarity to customer business problem understanding, create a stronger services sales arm, and drive increased revenue-but it's not without challenges. One challenge is that these resources are selected primarily for their knowledge and delivery expertise. But how do you know they have the potential to succeed in the sales portion of the role? Making an accurate determination is crucial, as well as executing on a plan that equips them properly. This session will lay out important steps for achieving success in this dual-role environment, such as selection, skill development, competitive differentiation, and value selling. Stuart Dodd, vice president and general manager of professional services for Corptax, will present a TSIA member case study on this process and the measurable results.

Presented By:

Kyle Andrews

Founding Partner, Pretium Partners

Stuart Dodd

VP and GM, Professional Services, Corptax

Publish Date: October 23, 2013

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