Here are some proven best practices of executives that have successfully guided the transition to seriously selling services:
1. Create a sense of urgency. When people are reluctant to do something, they will come up with every excuse imaginable to put it off. Change is time-sensitive, and prolonged hesitation only makes things more difficult. Leadership is needed to trumpet the cause [...]
Posts Tagged ‘differentiation’
Best Practices for Seriously Selling Services
Thursday, August 19th, 2010The Biggest Challenges in Transitioning to Selling Services
Thursday, July 22nd, 2010My services research confirms the critical importance of understanding and addressing the product company culture. I asked this question, which produced the following data:
What was (or is) the single most significant challenge your organization faced (or is facing) in building and selling services?
58% Culture Change
8% Acquiring Capabilities
7% Selling
6% Marketing
5% Senior Management Commitment
4% Obtaining Funding
4% Intra-Service Conflict
2% [...]
Special Challenges of Transitioning to Seriously Selling Services
Monday, July 19th, 2010As already noted, big-time change targeted at making major improvements in organization performance is tough. Yet, making the transition to seriously selling services is often on a more difficult order of magnitude. Two factors drive this:
• The Invisible Factor. The first factor is the extreme difference between products and services. Products are tangible; they can be seen, felt, and easily [...]
Differentiate Yourself
Wednesday, June 23rd, 2010Depending 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 [...]
