| Winning Internal Customers |
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By Jim Payne, S-Market Strategies
(Sbusiness Journal-Cover Story-Nov./Dec. 2005)
Rated 5 Stars by readers!
 In considering the title of this article, the obvious questions that come to mind are: Who are my internal customers, and why must I win them over? Aren't we all on the same team if we work for the same company? Certainly everyone is aware of the needs and methods for marketing to external customers, but few specifically identify and implement effective marketing to their internal customers. However, the best external marketing programs may never get off the ground without strong internal support from the top down and out to the field. |
| Presentations and Workshops at Your Location |
 Internal marketing should be used to establish a positive image of the services business across all facets of the corporation. With a general foundation of support established, internal marketing also can be used to obtain increased commitment for specific projects when additional resources and funding are needed. Internal marketing must be a conscious effort that is applied to all levels of management and employees.
S-Market Strategies Winning Internal Customers presentations and workshops offer your team the benefits of an experienced worldwide marketing executive who has created successful external marketing campaigns that were built on strong internal support. Whether you are just beginning to build your business or you are looking for external insight on an established business to improve your marketing effectiveness, S-Market Strategies can provide the experience and proven success that you need.
Winning Internal Customers Presentations and Workshops
S-Market Strategies can provide overview presentations or interactive workshops for executive meetings or conferences that can be the catalyst for starting the process of Winning Your Internal Customers. The presentations are available in one or two hour sessions and the interactive workshops are available as half and full day sessions. The program can also be tailored to your business needs to include on-going consulting and support.
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| Who's on First, The Sales Channel Scorecard
The Channel Players and How They Play Together |
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By Jim Payne, S-Market Strategies
(SSPA News-August 2006)
This article is the third in a series that will concentrate on the strategies and tactics needed to be successful in selling services through channels and offers a brief look at the sales channel players and their relative hierarchy. The articles will feature brief exerts from a book on channel marketing by Jim Payne that is that is currently in development.
Why the Channel?
Although indirect sales channels may seem like a bit of a rut at first, the channel may be the best way for many manufacturers to reach a significantly broader base of customers with less cost than selling directly to each end user. My experience has shown that there are great opportunities in selling products and services through the indirect channel if it is executed properly. However, keep in mind that indirect channel sales require unique and deliberate strategies and tactics to market and sell products and services in this way. The investment in learning, researching and building solid strategies can increase your likelihood of success in an indirect channel model or mixed direct/indirect model.
So how do we define the sales channel and who does what? The term distributor is certainly a common term that people seem to think they understand, but there are a number of other names and functions that make up the typical sales channel for products and services
Download the entire article |
| Ask Jim Payne- Sept. 16-18 AFSMI Conference in Orlando |
 "The State of Services Marketing and Sales"
September 17, 2007, 3:00-4:00 pm AFSMI World Conference 2007
Rosen Shingle Creek, Orlando, Florida
Jim Payne will be sharing the table with other industry thought leaders to offer insight on the current status and trends of services marketing and sales. This panel discussion will provide a very concise and effective method of exposing attendees to more than one approach to their business challenges. The panelists offer extensive and diverse background experiences in marketing and sales of services products. After some initial overview of current industry trends by each of the panelist, the floor will then be opened up to allow the session attendees to pose their own questions so that they can find answers to their marketing and sales challenges.
When this panel discussion was done at the 2006 AFSMI World Conference, it received a unanimous attendee rating of 5 out of a possible 5.
Comments from 2006
- Sound and comprehensive speakers.
- Lead the open discussion well, keeping the audience and feedback moving.
- Excellent. The guys elicited great input from the audience.
- These men are the guru's of our industry. How could you rate them any less than excellent? Great conversation!
Visit the AFMSI Conference Website for more information and to register for this important conference
Meet With Jim Payne While You Are in Orlando
To book an appointment to meet with Jim Payne and talk services marketing and sales at the AFSMI Conference in Orlando Contact Us. |
| Tools & Resources |
 FREE Services/Hardware Revenue Forecasting Tool
After downloading, you can modify the fields in yellow so that you can create an itemized five-year forecast of your service and hardware/software revenue. The tool allows you to experiment by varying key business parameters to view their effect on revenue potential. The tabs allow you to create multiple scenarios to compare the effect with different warranties or pricing. Selling Services Through the Channel White Paper
By: Jim Payne, S-Market Strategies
Special Free Offer
Get a free 1/2-hour phone consultation with the author Jim Payne when you order Selling Services through the Channel. Simply purchase the paper and we will contact you to schedule a time to start improving your business.
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| Up Coming Articles & Features |
- Services Marketing Coaching Programs
- More Services Marketing and Sales Seminars at Your Location
- The Services Brand
- Packaged Services (Services Inside a Box)
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Fix The Problem, Not Just The Customer |
