The radio show called Insight on Coaching contacted me to be one of four panelists for a discussion on coaching and the impact it can make within sales teams. More specifically, how do you coach a salesperson who is selling a service or an intangible rather than a product which you can see, feel and experience first hand. Below is the overview of this radio interview which you can now download on apple itunes for free.
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Coaching the IT and Service Salesforce
Air Date: Monday October 15th, 2007
Air Time: 11am PT (2 pm ET)
Almost anyone can sell a product; in fact, if you’ve got a good product to sell, in some cases you don’t even need a salesperson to sell it.
But how do you sell an intangible?
What are the best methods and measures of success?
On this show, we speak to experts and coaches who can help your sales team position and sell intangibles and professional services.
According to the book, The Intellect Industry: Profiting and Learning from Professional Service Firms, the Professional Services industry is among the fastest growing industries, employing as much as 17% of the workforce in Western markets.
In a recent study by ITSMA, Support Services (maintenance services, technical and customer support services, managed services, etc.) are an important source of growth and profitability for many technology companies.
However for some companies, account teams struggle in positioning technology solutions, articulating the ROI of professional services, and moving toward a more consultative sales model.
Why is selling intangibles more difficult?
How are some organizations using sales coaches to help product and service account teams overcome hurdles in the sales process?
And how are some companies like Metropolitan Life Financial Services experiencing $3.2 million in measurable gains from implementing coaching programs?
Our guests discuss these issues and more.
Highlights of the show include:
The importance of selling to the right decision makers.
Why consultative sales methodologies are important.
How coaches can guide sales teams in understanding pain points and asking the right questions.
How coaches can help salespeople articulate attention-getting, compelling stories about their services.
The importance of facilitating dialogue between Sales Managers and Account Teams.
Why it’s important to position coaching as a perk versus a “fix it” solution.
Tom Floyd, founder and CEO of Insight Educational Consulting (IEC), is a dynamic business man and speaker, who has grown a multi-million dollar business guiding Fortune 500 companies in the implementation of change management, workforce performance, and learning solutions. The ultimate combination of a strategic visionary and project leader, Tom is cross trained in business strategy, focusing specifically on organizational change, human performance, and employee development.