Overview

Challenges

For managed services to be sold successfully, effective sales strategies must go beyond traditional product techniques. This framework outlines the essential skills needed for success in selling managed services, including building credibility, amassing deep knowledge, assembling disciplined processes, and establishing strong internal leadership.

Summary

The framework emphasizes the necessity for specialized skills in selling managed services, distinct from traditional product sales. It highlights the complexity of service-led offers, which require trust-building, comprehensive knowledge, and effective orchestration of internal resources. Addressing these skills is crucial for sales professionals to successfully navigate longer sales cycles and complex client engagements.

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Included in the full report

CXO Level Credibility:

Engaging effectively with senior executives is essential for securing buy-in and communicating value in business terms.

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Deep Knowledge Requirement:

Sales professionals must have a thorough understanding of both the service offer and the client's specific business challenges to tailor solutions effectively.

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Structured Discipline in Sales:

A meticulous approach is needed to navigate complex sales processes while ensuring profitability and feasibility of deals.

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Leadership in Internal Coordination:

Orchestrating internal resources is crucial, involving collaboration with finance, delivery, and product teams to ensure successful deal execution.

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Continuous Development and Integration:

Regular skill assessments and targeted training are vital for embedding the Four Key Skills framework into the sales process for ongoing improvement.

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Publication date:

June 12, 2025

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