Service Sales – Maximising share of wallet over the Product Lifecycle
Service Sales – Maximising share of wallet over the product lifecycle:
As maximising profit through the lifecycle of products becomes an economic imperative, so many companies are starting to swing back to a much closer working relationship between service and sales. As maximising profit through the lifecycle of products becomes an economic imperative, so many companies are starting to swing back to a much closer working relationship between service and sales. The logic is that customer loyalty is driven by service relationships, which feed into and create new product sales opportunities, which in turn are the springboard for lifecycle services being demanded as sustainability is higher on the agenda. This was not true 10 to 15 years ago when it was common to set up separate sales teams that focused on services often within a standalone P&L. As times change and companies become more service savvy, so their approach is changing.
