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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.

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Source: Ways to Drive Sales in a Services Business (Framework) PowerPoint document


Ways to Drive Sales in a Services Business (Framework)

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File Type: PowerPoint (pptx)

File Size: 388.7 KB

Number of Slides: 18 (includes cover, transition slides)

Related Topic(s): Sales

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Initial upload date (first version): Sep 3, 2015
Most recent version published: Nov 18, 2015

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