SAMA WEBINAR SERIES

How business buyers value add–on services

Jim Melillo, chairman and co–founder, Executive Conversation Inc.

Thursday | June 6th, 2013 | 11 a.m. Eastern time

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Description

Are you effectively capitalizing on the growing market for add–on services? With accounts reluctant to add head count and looking to outsource non–core functions, rising demand for services represents a significant sales growth opportunity. However, many strategic account managers have yet to recognize that selling add–on services requires a very different approach. Please join us for this webinar in which we'll share an executive buyer's perspective on:

  • Shifting from a deal–closure focus to an adoption focus for selling services
  • Engaging in compelling service–renewal return–on–investment conversations
  • Managing the various decision–makers who can be involved
  • Adopting strategies for account acquisition vs. retention

Pricing

$99.00 SAMA Individual Members

$169.00 SAMA Non-members (This $169 can be applied toward your $450 membership fee if you join SAMA.)

Free SAMA Corporate Member Companies (They have access to all live and on-demand webinars.)

Presenter Information

Jim Melillo

Throughout his 25–year career as both a chief financial officer and chief operating officer for public and privately held companies, Jim Melillo has been responsible for making and influencing major investment decisions. His business experience ranges from being director of strategic planning and acquisitions at Marion Merrill Dow to building the world's largest Pizza Hut franchisee. He has a master's of business administration degree from Columbia University, a master's degree in economics from the University of Pittsburgh and a bachelor's degree from Sarah Lawrence College. Jim is chairman and co–founder of global consulting and sales training company Executive Conversation Inc.


Registration for this webinar is now closed

If you would like information on obtaining an audio file of the event, please contact Frankie Cusimano



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