Do we need a different skill set for upselling?

Kris Oldland, Editor-in-Chief, Field Service News is joined on the Field Service News Digital Symposium by Michael Blumberg, President and CEO of Blumberg Advisory Group.

 

Michael is a seasoned expert in the field service industry, and he always thinks forward to what’s down the road and what leaders should focus on.

 

During the conversation, the two discuss a wide range of topics related to the role of service marketing and the importance of finding a solution to fix the disconnection that often occurs between the service leadership and the marketing leadership within service organizations.

 

In this exceprt, Michael and Kris discuss the difference between upselling service to an existing client and selling service to a new client and find new markets to serve.

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