Would you like to get more from your current resources?
Would you like to get higher billable hours from your technical talent?
Would you like to gain a distinct competitive advantage?
Join us for…
Leading and Managing Technical Talent:
Turning Technical Experts into Trusted Advisors
One-day Workshop
October 25, 2010
San Diego, CA
2010 Service Industry Summit
Technical experts [...]
Depending on the maturity of your industry, your competitor’s strategy, and your competitor’s dealings with distribution, services can differentiate you in a really big way. The more complex your products, the more they cost the customer; and the more mission critical they are to your customer’s business, the more the value-packing promise of services. Leading services researchers note from their studies [...]
Sadly, sometimes products are positioned to the customer with these words coming out of the salesperson’s mouth: “Our products don’t break. You don’t need any additional services,” or “It is so easy to implement our software. Just read the manual and you can do it, no worries.” This is all a bunch of baloney, especially if you are dealing with [...]
Here is a bit of blasphemy: Most customers view your products as commodities! Regardless of how truly unique or elegant or innovative your products are from your perspective, in most all buying situations, customers see no meaningful difference in the top two or three products in any category, across all industries, across all geographies.
Yes, I understand this [...]
No, we’re not channeling James Brown. In today’s digital age it’s important to give people what they want, when they want it, the way they want it. We get that. Anyone as serious about selling services as we are can’t ignore the important social media, which act as both a dispenser and collector of valuable [...]
