Helping Sells Radio

Helping customers achieve outcomes from the products they buy from us is what services teams do. “Now...sales teams have to get on board with that,” says Steve Frost, vice president and managing director of revenue research and advisory for TSIA. “With all the uncertainty we are experiencing now, it's kinda hard to introduce something new to a prospect or customer. You’ve gotta provide some help and some guidance and value to the equation.” Steve explains that services team have been on this path for a while now, and it’s more important than ever that sales teams embrace this philosophy of providing help, guidance, and value.  Easier said than do, sure. But it’s not like we have a choice any more. The way 2020 is turning out, it’s more important than ever to double down on helping our customers.  There is no one more suited to help us figure this out that Steve Frost. Here are three things I learned from him to help us come out of this crisis stronger