ways to drive sales in a services business
DESCRIPTION
Convincing a new prospect to hire your organisation to perform new services can be a tough sale. That said, once you have a client, it is far easier to: Extend and expand contracted work to provide even greater value. Find and develop new opportunities to deliver value in other parts of the same organization. Find similar organizations that would benefit from doing what has been successfully done already. Most service organizations dramatically under-play opportunities to deliver more value to existing clients and to deliver for new clients what has already been successfully delivered for another. This slide shows a way to think about how to juxtapose the roles of New Account Sales, Project Management, Account Management, and Solution Offering Management.TRANSCRIPT
Ways to Drive Sales in a
Services Business
Peter F. DiGiammarino
September 1, 2014
Copyright 2014 IntelliVen, LLC and Peter F. DiGiammarino.
All rights reserved. Quotation, reproduction or transmission is prohibited
without written permission from IntelliVen, LLC and Peter F. DiGiammarino
3
New
Business
Development
Project
Management
Time
Sales
New Sales and Delivery
Deliver on-time, on-budget,
and on target
Sell something
never done before
to a new client
4
Project
Management
Extend
Expand
Time
Sales
Extend and Expand to Deliver Even More Value
Deliver on-time, on-budget,
and on target
Find and develop ways to deliver
greater value making the engagement
larger and longer
5
Account
Development
Time
Sales
Account Development
Find New Work
Near-by
Use presence on a project as a platform
to find and develop ways to deliver
value in other parts of the same organization.
6
6
Solution
Offering
Management
Time
Sales
Solution Sales
Package what was done
successfully for one
organization and use it as
a door-opener with
another organization
7
7
Solution
Offering
Management
New
Business
Development
Project
Management
Account
Development
Extend
Expand
Time
Sales
Summary of ways to drive sales in a service business
Find New Work
Near-by
