Service Sales
ISBN
978-3-030-72727-7
Type
book section
Date Issued
2021-06-24
Author(s)
Abstract
The responsibility of turning service expansion into topline growth resides within the sales function. However, mounting evidence suggests manufacturers are unable to capitalize on the expansion of their service portfolio. That is because commercial models have not been sufficiently adjusted to the new realitiy of industrial services becoming increasingly smart. The sales force, too, faces difficulties to adapt. The St.Gallen Industrial Service Sales Framework introduced in this chapter proposes six commercial levers sales leaders can pull to reshape go-to-market plans and the sales organization.
Language
English
Keywords
Commercial excellence
Revenue models
Sales force capabilities
Sales organization
Value-based pricing
Value-based selling
HSG Classification
contribution to practical use / society
HSG Profile Area
SoM - Business Innovation
Book title
Managing Industrial Services
Publisher
Springer International Publishing
Publisher place
Cham
Subject(s)
Division(s)
Eprints ID
263378