Industry
IT Consulting & Technology Solutions
IT Services
Commoditization of offerings is the Elephant in the room

Enterprises selling IT Services face a problem of their offerings being perceived as commoditized – as in there is no differentiation from offerings of one enterprise to that of an another.

So their sales teams face increasingly dry pipelines. Top-of-the line task here is to prime the pump and get the leads flowing into the sales funnel. Given below is a program management workflow of lead generation.

IT Services
Lead Generation Program Management Workflow
Here is how we help IT Services sales teams get leads

Identify the 20% services that contribute to 80% of your sales

Make an individual call script for those services, complete with a decision making tree format

Ensure that cold callers focus on IT Line managers as opposed to IT CIOs or CXOs

Provide collateral so that ITeS Sales follows up the cold call with a warm call

Other boxes to tick to keep the pipeline pink & primed

List and plan for industry events that ITeS enterprises most want to participate

Periodic newsletters, blogs that your customer base identifies with and finds engaging

Better SEO is better leads. And better sales. So keep an eye on "organic" listing in SERPs (search engine result pages)

IT Services