Who We Serve Professional Services: Pre-sales, Implementation, And Customer Support
Professional services are used to promote sales and help customers realize the desired benefits from your products. To be effective, services personnel must have a broad mix of skills:
Solid technical knowledge and skills
Product usage knowledge
A good understanding of the customer's business environment
Strong communication skills
Political skills to manage the often conflicting demands of the diverse groups they work with (e.g., customers, sales, management)
Professional services personnel face a complex set of challenges. Depending on their role, they have to:
Have effective conversations with customers about a broad range of topics, including technical issues, product usage questions, and potential benefits
Conduct product demos that effectively prove the capabilities sought by prospects without overloading them with excessive product information
Effectively address objections and questions
Qualify opportunities on functional and technical requirements
Get key account information from sales
Document and share data with other members of the revenue organization
Design activities to support the sales process
Manage the demands and expectations of both customers and sales
We provide a variety of services to help services professionals and organizations address those challenges by improving their discovery and communication skills, design and deliver effective product demos, document and share key account data, and align their processes with sales. Those services include:
Instructor-led programs
Distance-learning programs (web and telephone)
Individual coaching
Self-paced workbooks and other instructional materials
Job aids and other support tools
Process mapping and process refinements
Change management
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