Trust is critical when marketing and selling intangibles. We can’t handle or touch everything we buy. Intangible products and services — like consulting services, Software-as-a-Service (SaaS) and ...

Cloud marketplaces have emerged as a conduit for selling professional services, giving service providers new ways to package offerings that customers can purchase conveniently. While selling services ...

Selling products and selling services both require effective communication and the persuasive ability to sell something that matches a customer's needs. But selling a hard good is different than ...

It takes Kevlar vests and iron underwear to sell services in a product company—learn the five vital keys to leading this transition. Managing the transition to seriously selling services has an ...

Leading field services in a product company is not for the weak of heart. You must deal with executives who feel that products are the only ingredient in the recipe to organization success and that ...

Rhonda ran a big IT sales team, selling software licenses and computer equipment until one day she received a new mandate: to start selling IT consulting services. Although both business lines were ...

How would you sell computer repair services? Fast, friendly, and reliable first come to mind as the main selling points. But that kind of language speaks to the company's opinion of itself, not ...

There are many ways for a firm to unlock new revenue. With the rapid acceleration of technology use and new offerings that arose from the pandemic, accountants have realized the benefits they can gain ...

Whether you're selling shingles, shale or social networking, your sales pitch focuses on your target market. The construction industry runs on tight margins, so price often plays a large role in which ...

Let’s begin by taking a little stroll down AV memory lane… the point is to give us historical context to understand from whence we came, and where we are today in commercial integration and audio ...