Are You Seriously Selling Services?

Build a profitable services business
by James “Alex” Alexander, Ed.D.

Finding new, profitable streams of revenue is one of the prime objectives of almost every business executive on the planet. However, the choices are few, the challenges big and the results often mixed. Savvy business leaders in many industries are discovering that selling services not only delivers new, profitable growth, but also sell more products.

Alex Alexander’s research reveals that companies that are successful at selling services receive 25% to 55% of their total revenue from services at profit margins the same or better than product profit margins. Furthermore, these organizations grow their services revenue 25% faster, two times their competitor’s margins.

The Seriously Selling Services series gives you the secrets so you can grow faster and see higher profit margins. Throughout the year, Alexander will share research-based, field-proven core and best practices, lessons learned and benchmarks for successfully selling services in this series.

The series mixes theory, best practices and real-world advice about managing the transition to services. You will add value, maximize profits and reach your goals.

Seriously Selling Services series:

1. Why Sell Services Anyway?
2. The Executive Role in Selling Services
3. Turning Box Pushers into Sellers of the Invisible
4. Everybody Sells Services
5. The Five Strategies in Transitioning from Free to Fee
6. Creating High Value Services: 10 steps to profitable growth [Part 1: steps 1 - 5] [Part 2: steps 6 - 10]
7. Using Services to Build Competitive Advantage
8. The Challenge of the Channel

This series is based on Alexander’s book, Seriously Selling Services: How to Build a Profitable Services Business in Any Industry. You’ll save yourself a lot of time learning from Alexander’s 20-plus years of experience. Be ready to learn why selling services helps sell more products, how to tap the power of your sales force that it doesn’t know it has, what free-to-fee strategies work and don’t work and more.

James “Alex” Alexander is the founder Alexander Consulting and services thought leader. As a premier researcher, writer and speaker on the topic of services strategy, he has authored or coauthored dozens of articles, white papers, research reports and books.