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Wednesday, 09 July 2008
 
 

Selling Business Change Services -Selling And Delivery Are The Same

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Selling Business Change Services -Selling And Delivery Are The Same

Organisations providing IT or business-change services often see the sales process as very separate from the consulting process. This distinction is unhelpful and leads to salespeople who do not understand the service they are selling and consultants who cannot seize new opportunities. More fundamentally, it leads, over time, to worse outcomes for clients and poorer relationships between clients and consulting organisations.
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