ITSMA, a membership community for technology marketers, today announced that it is adding a new benchmarking study on sales productivity and performance for professional services. The new study, "Selling Professional Services: Benchmarks and Best Practices," is open to participation from both pure-play professional services firms and from product firms that provide professional services.

"Selling professional services is challenging in any environment," said Lori Weiner, senior director of research at ITSMA. "At dedicated professional services firms, the sales force is typically comprised of partners who deliver projects in addition to selling them. At product firms, the sales force may shy away from pitching complex, intangible services in favor of pushing easier-to-describe products and simple services. Either way, the sales force may not have all the skills and training they need to get the job done as efficiently and effectively as possible. This study will uncover the areas where the professional services sales force is lacking, and highlight industry best practices to emulate."

ITSMA is currently recruiting participants for "Selling Professional Services: Benchmarks and Best Practices." Participation is free for member companies, which will receive a full copy of the completed research in exchange for their participation. Non-member companies may participate in the study for a small fee.

"Since 2000, ITSMA has conducted research to help technology services providers benchmark their sales practices and performance against industry averages and best practices," said Dave Munn, president and CEO of ITSMA. "This year, we will conduct two editions of the study in order to make the results more relevant and meaningful for our members: one edition for professional services, and another for operational services."

For more information about how to get involved in "Selling Professional Services: Benchmarks and Best Practices," visit www.itsma.com/Research/prospectus/mk0585_sp06.htm or contact Lori Weiner at +1-781-862-8500, ext. 42 or lweiner@itsma.com. Details about the operational services edition of the study will be available in the spring.

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About ITSMA
ITSMA specializes in helping companies market and sell services and solutions. As a membership organization, we work with the world's leading technology and professional services firms to generate new business, strengthen customer loyalty, and increase brand differentiation. Our members include industry leaders such as Accenture, Cisco, EDS, EMC, Fujitsu, Hewlett-Packard, IBM, Microsoft, Nokia, SAP, Siemens, and Unisys. Through research, consulting, training, and events we provide the insight companies need to improve marketing impact, sales performance and business results. ITSMA is based in Lexington, Massachusetts, and has offices in the United States, the United Kingdom, and Japan. Learn more at www.itsma.com.


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