Marketing's Role in Maximizing the Service Sales Engine

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Marketing's Role in Maximizing the Service Sales Engine

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Research Abstract

The challenges that IT services marketers face today are many: increasing sales effectiveness, moving reps from a box mentality to a solutions sales approach, having more influence over the sales model and sales compensation, and developing new sales channels. In order to be on the “bleeding edge,” IT services providers must also overcome the traditional saying, “we’ve always done it this way.”
This online briefing, presented by ITSMA president Dave Munn, provides a series of ideas, best practices and benchmarks on how IT services providers can use marketing as a tool to increase services sales performance and maximize the services sales engine.