Product sales vs IT services sales: prospecting, presales and deals negotiation from SMB to Enterprises [ukr]

This lecture will provide an in-depth look at the key differences between selling IT products and IT services (outsource/outstaff) at every stage of the sales funnel—from lead generation to deal negotiation and closing. You’ll learn how approaches differ between SMB and Enterprise clients, how to structure the sales process based on client type, which metrics to use for revenue forecasting, and how to evaluate both your company’s and your client’s potential to prioritize effectively.

🔹 Key topics:

• Differences in lead generation for product vs. service sales, ABM/ABS approach to target Enterprises.
• Presales strategies: structuring the sales process for different business models.
• SMB vs. Enterprise sales: how sales stages and negotiation tactics differ.
• Key metrics and revenue forecasting: evaluating deals effectively.
• Formulas and data visualization for assessing company and client potential, defining strategy based on these insights.

✅ Who should attend:

• Founders, CEOs, CROs
• SDRs, Lead Gen specialists, Sales Managers, Account Executives, Head/Directors of Sales