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Marketing Challenge: Getting Product Salespeople to Sell Services

by Hank Stroll  |  
December 12, 2006
  |  6,548 views

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


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

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  • by crunch Mon Jun 21, 2010 via web

    I would like to see a case study on this

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