Ways to Drive Sales in a Services Business (Framework) (PowerPoint PPTX)

There are many ways to drive sales in a services business. The hardest is to convince a new prospect to hire your organization to perform new work. Once you have a client, though, it is far easier to:

1. Extend and expand contracted work to provide even greater value.

2. Find and develop new opportunities to deliver value in other parts of the same organization.

3. 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 deck presents a good way to think about how to juxtapose the roles of New Account Sales, Project Management, Account Management, and Solution Offering Management in a way that provides a solid foundation for steady revenue growth.

This presentation outlines a comprehensive framework for driving sales in a services business. It emphasizes the importance of quality delivery and how it can lead to opportunities for extending and expanding engagements. By delivering on-time, on-budget, and on-target, you can ensure customers appreciate the value delivered, leading to larger and longer engagements. The PPT also highlights the distinct roles within the sales process, such as New Account Salesperson, Sales Manager, Project Manager, and Account Manager, each with specific responsibilities and performance metrics.

The framework also details an alternative solution approach, leveraging both sales and delivery to maximize impact. It includes a step-by-step guide on tasks leading to a sale, from business development to proposal writing and production. This structured approach ensures that all aspects of the sales process are covered, providing a solid foundation for steady revenue growth. The next steps section offers actionable advice on preparing for account reviews and subscribing to additional resources for continued learning and development.