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February 5, 2004
7:30 am - 9:30 am Pacific Time
Santa Clara Marriott
Santa Clara, CA |
Selling IT Services: Critical Benchmarks, Trends, and
Priorities
Breakfast Briefing
With services leading the strategic charge for more and more technology
companies, transitioning the sales force to sell services effectively
is one of the toughest organizational challenges. What sales models, processes,
and tools are most appropriate for services? How can product-oriented
sales teams make the transition to selling services and solutions?
Join ITSMA's Dave Munn and Steve Hurley to discuss the most important
elements in creating an effective engine for services sales. Dave and
Steve will highlight findings from ITSMA's 2003 Sales Performance Study,
which provides benchmark data from across the industry on services sales
coverage models, productivity, performance metrics, sales costs, training,
and sales support and automation.
The briefing will provide concrete recommendations in such critical areas
as:
- Marketing-sales alignment
- Sales training
- Sales enablement and support
- Sales tools
This Selling IT Services breakfast briefing provides ITSMA members and
others a vital opportunity to review ITSMA's latest research and recommendations,
discuss key challenges with ITSMA experts, and network with peers.
The breakfast briefing is complimentary for ITSMA members and $95 for
non-members.
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ITSMA Presenters:
Dave Munn, president
and CEO
Steve Hurley,
vice president, learning and performance excellence |
| Event Date: |
February 5, 2004 |
| Event Time: |
7:30 am - 9:30 am PT |
| 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: |
Santa Clara Marriott |
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2700 Mission College Boulevard
Santa Clara, CA 95054
Phone: +1-408-988-1500
Fax: +1-408-352-4353 |
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URL: http://www.marriott.com |
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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.
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