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Two Ways to Launch a New Service Through Sales

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http://www.thevarguy.com – Launching a new service can be especially challenging for a sales organization. Frequently it’s the sales team that’s given the responsibility of marketing the new service, finding leads, nurturing those leads, then moving them through the sales process. This was a situation one VAR presented to me. Sales reps know what to do to close a lead. It’s their primary responsibility. Lead generation, though, often creates a conundrum they don’t know how to handle. As I listened to the VAR I realized that there were two different directions I could recommend: The lead generation aspect, where (IT news)