Take advantage of your "hidden sales force within" and use your technical talent to gain new, profitable revenue.
Research and experience shows that there is no faster and easier way to increase profitable revenue than using your technical people to help sell your offerings. Nothing works better or quicker. Furthermore, effectively done, selling your existing customers more of what they need enhances customer relationships, drives customer loyalty, and can help create competitive advantage. This is powerful stuff!
Whatever their title, this webinar is specifically designed for all technical people who interact with your customers—from pre-sales to sales to post-sales service and support. Typical roles of participants include consultants of many varieties, account managers, project managers, field and phone support personnel, and technical experts in various technologies and/or products. Each and every person who touches the customer needs to have a role in helping to sell new business.
Participants will learn successful principles and practices for selling professional services and solutions:
- Discover why selling is everyone's business
- Understand the value of involving technical experts in business development
- Clarify the six potential business development roles for technical professionals and determine which is right for your organization
- Learn how to use the six trust builders to create strong relationships faster
- Find out how to better work with sales
- Understand the key requirements necessary to make this transition effective
- The what and why of how buyers buy
- How to qualify great business
- The core communication skills required to effectively and efficiently sell
- Tips for effectively dealing with the sales force
- Management worst practices to avoid when asking your technical talent to support the selling efforts
- What separates your "trusted advisors" from everyone else
- How to "walk the line"—having your technical sell new business without losing credibility with their customers
Dr. James Alexander, founder of Alexander Consulting, is a services thought leader and the premier researcher, writer, and speaker on the topic of professional services strategy. He has authored or co-authored dozens of articles, white papers, research reports, and books.
Jim has taught at major universities in the U.S., Europe and Mexico, and was selected as the "Services Pundit" for IBM Global Services 2003 Headlights Program. In addition, he was the U.S. Department of Commerce's e-business subject-matter expert of their Latin American e-business Fellowship Program From 2001 through 2004.
Jim is a renowned expert on identifying critical service trends and issue, defining benchmarks and best practices and clearly articulating this information to the business world. He is a trusted advisor and executive coach to many senior executives of leading services organizations, helping them navigate the journey from business-as-usual to business-as-exceptional--high-performance, professional services businesses.
Please contact: Jim
Alexander
alex@alexanderstrategists.com
239-283-7400
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