Breaking the Mold of the Traditional Services Sale Model How teams outperform individuals by Mark Hordes, Partner, Alexander Consulting, LLP, and Bryan Becker, Senior Consultant, Alexander Consulting, LLP The problem: Traditional services sales models rely heavily on outside product sales representatives to manage the life of an opportunity throughout the sales process and cycle. Slow professional services sales and weak business growth usually occur because product sales representatives are occupied with uncovering product sales and sifting through unqualified prospects first rather than moving qualified opportunities through the services sales cycle. Webinar for Professional Services Leaders Business Development Skills for Field Service Professionals Tap into your hidden sales force! Your field service professionals are in a unique position to sell more services. Learn how to get them selling. I Never Get Everything Done Does your “To Do” list seem to grow every day? Are you running at a frantic pace and going nowhere? Does fighting fires delay your main goals? Learn five key steps that help you get more done and eliminate the stress and frustration.

Editorial Corner

Boost team performance ... Make reviews useful ... Dealing with nasty competitors Jack Scharff A sales team that meets all of its goals may not actually be performing as well as it could. When individuals run a race, they either run just enough to place in the top three, or they run as fast as possible and earn their best records ever — even though they win first place by a large gap. Some sales teams run the race just enough to earn a top position, when they might be able to win and shave off a few more seconds. The feature story breaks the mold of the traditional sales model. You've probably seen or heard about performance reviews that worked well and others that wasted time. Already dreading the next one? Maybe readers' insight will change that for the better. Yes, it's possible. In this issue's dilemma, a reader is in the difficult situation of watching competitors break rules while his company follows them. Unfortunately, being the good guy means finishing last. Should the reader stand by and hope for the best? We'd love to hear how you would handle this situation. Maybe you have problems or challenges of your own you're dealing with. The readers love to help, and we don't publish your name, so submit your question, and it may appear in the next issue. As always, please let us know how the newsletter is doing in providing you with information you can use by taking a quickie reader survey, and you could win a pair of Garmin Rinos. Happy reading — Jack If you would like to unsubscribe to this newsletter, please click on link at bottom of page.