Breakfast Briefing
Enabling Consultative Selling:
Marketing's Role in Accelerating the Sales Cycle

July 18, 2006
7:30-9:30 am ET

Boston Marriott Newton
Newton, MA

Overview

To attract new clients and grow existing accounts, your sales and delivery teams must be able to articulate the business benefits—rather than technical features—of your services and solutions. Consultative sellers are better equipped to sell services and solutions to high-level business and IT buyers than their technical selling counterparts.

But the sales force can’t transform itself; it needs marketing’s help.

Join ITSMA’s Jeff Sands for an exploration of the core ways marketing can help create an effective engine for consultative selling, including:

• Building sales tools that increase the buyer’s comfort level with your intangible services or complex solutions
• Providing value at every stage of the relationship with the buyer, including:
• Awareness
• Interest
• Confidence
• Trust
• Loyalty
• Understanding buyers’ purchase criteria and creating compelling value propositions based on customer needs

Jeff will highlight data and best practice examples from ITSMA’s 2006 Sales Performance Study, “Selling Professional Services.” He will also provide practical recommendations for improving sales effectiveness right now.

This Breakfast Briefing is free for all ITSMA members and $95 for others. Breakfast is included.

ITSMA Presenter	[TOP OF PAGE]

Jeff Sands
Member Engagement Director
jsands@itsma.com

With more than 30 years of experience in technology marketing, sales, and business development, Jeff brings a keen understanding of the priorities and pain points for services and solutions marketing. At ITSMA, Jeff works directly with member companies to help them take best advantage of ITSMA resources and to provide focused advisory support around go-to-market strategy for technology services, portfolio rationalization, sales enablement, and more.

Location and Event Information	[TOP OF PAGE]

Event Date:	July 18, 2006
Event Time:	7:30 - 9:30 am ET
Member price:	No Charge
Non-member price:	$95
More information:	Contact Carolyn Jefferson at +1-781-862-8500, ext. 21, or cjefferson@itsma.com.
Event Location:	Boston Marriott Newton, Newton, MA
	2345 Commonwealth Avenue Newton, MA 02466 USA Phone: +1-617-969-1000 Fax: +1-617-527-6914
Website:	www.marriott.com

About ITSMA
ITSMA specializes in helping companies market and sell services and solutions. As a membership organization, we work with the world's leading technology, communications, and professional services firms to generate new business, strengthen customer loyalty, and increase brand differentiation. Through research, consulting, training, and community we provide the insight companies need to improve marketing impact, sales performance, and business results. ITSMA is based in Lexington, Massachusetts, and has offices in the United States, the United Kingdom, and Japan. Learn more at www.itsma.com.