It is a reality that slow economies make it harder for ITOs and BPOs to achieve desired sales results. Challenges we are facing today require different sales tactics and following are five of the best options to consider.
1. Target sectors that thrive in bad economic times
2. Intensify focus on existing accounts
3. Consider indirect sales channels
4. Fine tune your value proposition
5. Consider outsourcing certain sales activities
(This article originally published in the Global Services Oct 2008 issue www.globalservices.com) “The U.S. Slowdown: Survive & Thrive” reads one headline while “Grim Outlook for IT Spending” reads the next. “Outsourcing Takes a Hit” says a Wall Street Journal blog the same day CIO News posts TPI’s report of outsourcing’s best two quarters in ten years. Although… Continue reading
August 26, 2008 Dallas (Business Wire) 3forward, a Dallas-based growth services firm specializing in sales, marketing and alliances for IT services companies, has introduced new offerings specifically to help mid-tier and emerging off-shore technology providers improve sales in mature markets such as the United States. Selling IT services, solutions and outsourcing requires unique offerings, market… Continue reading