Strengthening Services Sales: A Client-Centric Approach

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Strengthening Services Sales: A Client-Centric Approach

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Research Abstract

As services marketers strive to enhance the effectiveness of the sales force, their most critical challenge is helping their sales teams develop stronger client relationships. Relationships don’t just happen. They are developed during the sales cycle and advanced through a deliberate process. If your sales force tries to sell unarmed – without a credible value proposition and specific tools – it won’t move your client along the relationship spectrum.
In this online briefing, Steve Hurley, then-vice president of the ITSMA Services Marketing Institute, presents ITSMA’s new sales force support model for services marketers, “Client-Centric Marketing.” Steve highlights specific strategies and tactics that services marketers can use to support the sales force in building long-term client relationships.