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How well equipped is your sales force to sell complex technology-based
solutions? Shifting sales to a solutions orientation typically involves
a rash of changes in everything from compensation and coverage to training
and tools. In other words, it ain't easy! But sales is where it all comes
together, so if the sales force isn't ready, the best solutions in the
world will just sit on the shelf.
This ITSMA briefing highlights the most
difficult challenges that sales people themselves identify and provides
specific recommendations in three
critical areas in which marketing organizations can improve support for
selling solutions:
- Sales Tools
- Sales Support Systems
- Selling Skills
The briefing includes examples from Avaya and Cap Gemini
Ernst & Young
as well as tips for getting started in improving sales support for
solutions.
This briefing is especially useful for marketers involved
in solutions development, promotion, and sales support, as well as
business development
and sales people charged with increasing solutions revenue.
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