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Format: Intimate discussion group of senior service leaders. We set a broad agenda and respect the experience and insight amongst the group to allow the discussion to move in the direction the group sees as most productive.
Duration: One and half hours
Initial points for consideration:
- How do we avoid selling on price?
- Do our customers truly understand the cost and value of the service we deliver?
- With workforce shortages increasing, is it possible to meet customer expectations?
- How can we identify the value our customers really need and effectively align our service offerings?
- Who on the customer side should we be selling to? Is procurement’s involvement the moment service contracts fail?
- Can product sales teams effectively sell service?
