Real-World Education for Modern Marketers

Join Over 600,000 Marketing Professionals

Start here!
Text:  A A

Marketing Challenge: Getting Product Salespeople to Sell Services

by Hank Stroll  |  
December 12, 2006

Company mergers occur almost daily. While such moves both scare and excite employees, one thing is almost always certain to happen: culture change.

A merged company typically adopts the acquiring company's processes, products or organizational strategy. The change means learning a different way of working and thinking.

That's what a product-based sales team experiences when a company decides to offer services. So how can you help a sales team change?

Current Marketing Challenge

How do you train sales to sell services?

I just suffered a big setback when I tried to train my product sales force to sell services at my company. We did a pilot in Texas, and the consultant we used had no hands-on experience selling services and tried to teach a 10-day course in two days, using old field-training, basic-sales stuff.

The feedback on the course was horrible! How could I have handled this differently? What experiences have readers had selling services when they previously have only sold products? What is the best way to train your staff to sell services?

—James, VP of professional services

Sign up for free to read the full article.Read the Full Article

Membership is required to access the full version of this how-to marketing article ... don't worry though, it's FREE!


We will never sell or rent your email address to anyone. We value your privacy. (We hate spam as much as you do.) See our privacy policy.

Sign in with one of your preferred accounts below:


Hank Stroll ( is publisher at InternetVIZ, a custom publisher of 24 B2B e-newsletters reaching 490,000 business executives.

Rate this  

Overall rating

  • Not rated yet.

Add a Comment


  • by crunch Mon Jun 21, 2010 via web

    I would like to see a case study on this

MarketingProfs uses single
sign-on with Facebook, Twitter, Google and others to make subscribing and signing in easier for you. That's it, and nothing more! Rest assured that MarketingProfs: Your data is secure with MarketingProfs SocialSafe!