Why All Tech Executives Should Care About Blending Service and Sales Motions

Posted by J.B. Wood on 2/13/18 5:00 AM

At our upcoming Technology Services World conference this May, we’re going to be sharing a lot of insights following our theme, “Blending Service and Sales Motions.” Though our conference is called Technology Services World, the content we present relates to many roles within today’s technology companies. While Services, Sales, and Marketing leaders will absolutely benefit from this unique learning opportunity, I wanted to talk about 4 specific C-suite and executive titles that will benefit by attending and taking in all of the valuable lessons and insights from this event.

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Topics: services executives, sales, marketing, lead generation, Technology Services World Conference, sales costs, Blending Service and Sales Motions

7 Steps to $7 Leads: Generating Cost-Effective B2B Opportunities Through Services

Posted by Steve Frost on 8/15/17 5:00 AM

At most technology companies, Services teams interact with customers at a rate of 5-15 times as often as their Sales counterparts. TSIA member companies are utilizing expand selling best practices to leverage these interactions to generate hundreds of millions of dollars in qualified upsell and cross-sell opportunities with their existing customers.  

This past spring, TSIA launched an in-depth survey on the practice of generating leads through Services touchpoints. It was the first study to go into depth around the practices and key metrics that are most tightly connected with success in this effort. While the specific findings of the survey are only available to TSIA members, I’d like to share one of the more interesting pieces of information that came to light from the survey data. We discovered how remarkably low-cost these Services-generated leads are. In the hopes of helping companies like yours understand what an incredible opportunity there is to be had in this area, we’re making this cost-of-lead data public. 

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Topics: technology services, sales, expand selling, lead generation, sales costs

Rethinking the Sales Funnel for Existing Customers

Posted by Steve Frost on 7/14/17 5:00 AM

This fall, TSIA will be digging deep into the topic of the Art and Science of the Customer Journey at our annual Technology Services World conference in Las Vegas. To introduce this theme, the rest of the TSIA research team and I will be sharing our thoughts on how it relates to our specific area of research, which in my case is expand selling. In this entry, I’ll be sharing a look at the journey from lead to closed deal for new opportunities with existing customers, how this process is different than it is for new customers, and why Services touchpoints have to be accounted for in the process.

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Topics: technology services, sales, expand selling, marketing, lead generation, sales costs, Art and Science of the Customer Journey, lead generation for expand selling

XaaS Madness: Selling Yourself Out of Business

Posted by Steve Frost on 3/7/17 5:00 AM

As the NCAA Basketball Tournament shifts into high gear this month, millions of American workers will take extended lunch breaks to their favorite sports bars and restaurants to watch the games. This annual event provides not only an opportunity for binge-eating and work-ditching, but also affords a teaching opportunity about the dangers of the high cost of sales. Read on to see how the parable of a failed sports bar can be a cautionary tale for modern XaaS companies.

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Topics: XaaS (x-as-a-service), sales, expand selling, marketing, lead generation, sales costs

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