In the human capital intensive business of Professional Services, companies must get the most out of their people to be profitable. And this includes the sales people -- from hiring the right ones and placing them in the correct roles, to ensuring they have the support required to succeed.
At the core of sales support efforts is the need for a fundamental understanding of the value of service. Sales people cannot be expected to sell on value if the tools they are given are not framed in terms of business value propositions. This session will focus on:
- Service value definition – how service solutions create business value
- How to educate sales teams about the value of the service
- How to support their value-selling efforts with the customer
This will be a hands-on workshop with team exercises. Participants will work together to create information that enables sales people to sell the value of their services to the business decision makers. Although not required, 2 or more colleagues from the same organization working together would be advantageous in facilitating new ideas. Outcomes will include materials created for your specific service solutions, and participants will be given hard and softcopy tools for future use.
Who Should Attend
If you have responsibilities for customer facing service personnel, service operations, marketing and/or service sales, this interactive workshop will provide you with actionable takeaways that can help you optimize costs and enhance revenue in your organization.
- Director or VP of Services Marketing
- Director or VP of Services Business Development
- Director or VP of Service Offer Development
- Director of VP of Service Sales
- Director or VP of Service Sales Operations
Workshop directors are Bill Hall and Kyle Andrews, the Principals of Pretium Partners.
To learn more about the TPSA Summit and Pretium's participation, click here.