These buyers don’t want to talk about product features and functions, they want to engage with companies and individuals who can explain how a proposed solution will contribute to the achievement of their priority business outcomes. The majority of technology sales organizations are not geared up to make this shift; their processes, tools, training, and their people have all evolved to be exceptional in the traditional, transactional model.
As part of TSIA’s new Subscription Sales research practice, we have conducted one-on-one interviews with senior sales executives around the world and carried out a number of quick poll surveys to better understand the issues, requirements, and solutions for this significant business challenge.
Here’s a peek at what our research uncovered:
Download this report to get TSIA’s recommendations for how to make the transition from a go-to-market model that primarily sells products based on features and functions, to one that is focused on business outcomes.
VP of Research, Subscription Sales, TSIA
Publish Date: November 14, 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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