---
title: Executive Service Roundtable - Advancing Your Service Sales Approach
description: In the Executive Service Roundtable of July, we will discuss three key capabilities to drive your service sales.
---

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- [The Challenge](https://www.moremomentum.eu/the-service-transformation-challenge) 
    - [Why Service Transformation](https://www.moremomentum.eu/why-service-transformation)
    - [What Service Transformation Involves](https://www.moremomentum.eu/what-service-transformation-involves)
    - [Why Service Transformation Stalls](https://www.moremomentum.eu/why-service-transformation-stalls)
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- [The Challenge](https://www.moremomentum.eu/the-service-transformation-challenge) 
    - [Why Service Transformation](https://www.moremomentum.eu/why-service-transformation)
    - [What Service Transformation Involves](https://www.moremomentum.eu/what-service-transformation-involves)
    - [Why Service Transformation Stalls](https://www.moremomentum.eu/why-service-transformation-stalls)
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    - [Knowledge Hub](https://www.moremomentum.eu/services/knowledge-hub)
    - [Academy](https://www.moremomentum.eu/services/service-business-academy)
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    - [Magazine](https://www.moremomentum.eu/services/service-business-review)
- Insights
  
  
  
    - [Blog](https://www.moremomentum.eu/blog)
    - [Service Transformation](https://www.moremomentum.eu/ultimate-guide-service-transformation)
    - [Service Innovation](https://www.moremomentum.eu/ultimate-guide-service-innovation)
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###### Executive Service Roundtable - July 2023

# **Advancing Your Service Sales Approach  **

##### How to better sell your advanced services  

 

[Why am I not seeing the live stream? ](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#cookies)

 

 

[Why am I not seeing the live stream? ](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#cookies)

 

 

### Welcome dear visitor,

**[Go to menu](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#menu)**

Below you can find all the information related to the Roundtable of July 2023: Advancing Your Service Sales Approach  

Here is how you can benefit, **without being a member**: 

- Join the presentations (not the peer discussions immediately afterwards) at the beginning of the Kick-off meetings each month.
- Join a full Kick-Off meeting (presentation and peer discussion) as a trial before becoming a (free) member.

Become a roundtable member to benefit from:

- Extended meetings, like Ask-Us-Anything and Deep-Dive meetings, each month.
- Recordings, slide decks and meeting notes of the meetings.

[Become a (free) member of the Executive Service Roundtable](https://www.moremomentum.eu/offerings/roundtable-memberships)

[I am already a (free) member - this website does not recognise me](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#cookies)

[![Join our next Executive Service Roundtable on "Enhancing Service Business Models for Manufacturers"](https://no-cache.hubspot.com/cta/default/4208295/8e6c33dd-f798-4992-80d5-36c1c49d1903.png)](https://cta-redirect.hubspot.com/cta/redirect/4208295/8e6c33dd-f798-4992-80d5-36c1c49d1903)

- #### Meetings of this Roundtable
  
    - [Introduction](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#intro)
    - [Kick-off meeting](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#kick-off)
    - [1st Ask-Us-Anything meeting](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#ask-us-anything-1)
    - [Deep-Dive meeting](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#deep-dive)
    - [2nd Ask-Us-Anything meeting](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#ask-us-anything-2)
    - - - - - - - - - - - - - - - - - - - - - - - - - -
    - [Other monthly Roundtables](https://www.moremomentum.eu/services/executive-service-roundtable-meetings-list)
    - [The different Roundtable meetings](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#rt-cycle)
    - [Contact us](https://www.moremomentum.eu/contact)

## Introduction

Advanced service sales are an exciting intersection of trends: 

- Sales are transforming from product-push to trusted advisors that guide customers in their buying process. 
- Service is transforming from an operational aftermarket function to a strategic business line. 

This leads to vital challenges in service sales: 

- How to sell the business impact your services have for your customers? 
- How do you expand your service business with your customers as they prepare for more advanced alternatives? 
- How do you develop your (service) salespeople to become trusted advisors? 

Companies that get this right will be the winners in their industry and see steady and consistent growth in their existing and new services. 

A quick question: How will your company better sell its (advanced) services in the next year? 

In the Executive Service Roundtable of July, we will discuss three key capabilities to drive your service sales. 

- How to sell value instead of only features and benefits? 
- How to expand your business volume with existing service customers? 
- How to organise your service sales function? 

 

## Kick-Off meeting

**July 5 & 6**

Key topics discussed:

How to sell value instead of only features and benefits? 

- What are the different sales methods? 
- What does it take to enable sales teams? 
- To whom should you sell different services? 

How to expand your business volume with existing service customers? 

- How to renew, resell, cross-sell and upsell? 
- How to prepare your customers for the next step? 
- What different sales profiles do you need? 

How to organise your service sales function? 

- Equipment Sales team vs Service Sales team? 
- Different sales experts for various services? 
- Low-touch versus high-touch sales teams? 

**Become a (free) member of the Executive Service Roundtable** 

And join this **Kick-Off** meeting (presentation & peer discussion) on:

**July 5, 2023**   
- 16:00-17:00 CET  
- 10:00-11:00 ET

[Reserve a seat to try first](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#tmp1_widget_1682849364177)

### Try our roundtable and join the kick-off meeting

(It may take 1 minute to be updated on the website)

**Become a (free) member of the Executive Service Roundtable** 

And join this **Kick-Off** meeting (presentation & peer discussion)  on:

**July 6, 2023**   
- 9:30-10:30 CET   
- 15:30-16:30 SGT 

[Reserve a seat to try first](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#tmp1_module_1683008058826)

### Try our roundtable and join the kick-off meeting

(It may take 1 minute to be updated on the website)

You missed both of these **Kick-Off** meetings on:

**July 5, 2023**   
- 16:00-17:00 CET   
- 10:00-11:00 ET

**July 6, 2023**   
- 9:30-10:30 CET   
- 15:30-16:30 SGT 

Our presentations at the beginning of every **Kick-Off** meeting are accessible to everyone.

The peer discussions after these presentations are for (free) members only.

- Become a (free) member now to join the full Kick-Off meetings.
- Or try one full session first (reserve your seat above).

[![Become a (Free) Roundtable member](https://no-cache.hubspot.com/cta/default/4208295/d74e42e5-46f7-4850-847f-7431d66ea37d.png)](https://cta-redirect.hubspot.com/cta/redirect/4208295/d74e42e5-46f7-4850-847f-7431d66ea37d)

[I am already a (free) member - this website does not recognise me](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#cookies)

### View the recording, slides and meeting notes

![pending-meeting-video-locked](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/pending-meeting-video-locked.png?width=318&height=179&name=pending-meeting-video-locked.png)

 

![pending-meeting-slides-locked](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/pending-meeting-slides-locked.png?width=318&height=179&name=pending-meeting-slides-locked.png)

 

| ![notes-blocked-560x315](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/notes-blocked-560x315.png?width=560&height=315&name=notes-blocked-560x315.png) |   |
| --- | --- |

Only (free) members have access to recordings of **Kick-Off** meetings:

- With a **Free Roundtable membership,** you will have access to the recording of the Kick-Off meetings you attended.
- With a **Flex Access Roundtable membership**, you will have access to the recordings, slides and meeting notes of all kick-off meetings, also of those for which you did not reserve or did not attend.

[![Become a (Free) Roundtable member](https://no-cache.hubspot.com/cta/default/4208295/d74e42e5-46f7-4850-847f-7431d66ea37d.png)](https://cta-redirect.hubspot.com/cta/redirect/4208295/d74e42e5-46f7-4850-847f-7431d66ea37d)

 

## Ask-Us-Anything meeting

**July 11**

During this meeting, we will be discussing some of the questions that have been submitted by participants beforehand, like:

- To be decided after the first meeting of this Roundtable

Submit your (additional) questions in an email or in the form when reserving your seat.

The objective of your questions can be:

- Getting answers to our questions.
- Getting feedback on our ideas or plans.
- Brainstorming best practices.

**Become an All Access Roundtable member of the Executive Service Roundtable **

And join this **Ask-Us-Anything** meeting on:

**July 11, 2023**   
- 09:30-10:30 CET  
- 15:30-16:30 SGT

**Become an All Access Roundtable member of the Executive Service Roundtable **

And join this **Ask-Us-Anything** meeting on:

**July 11, 2023**  
- 16:00-17:00 CET  
- 10:00-11:00 ET

You missed both of these **Ask-Us-Anything** meetings on:

**July 11, 2023**   
- 09:30-10:30 CET  
- 15:30-16:30 SGT

**July 11, 2023  **  
- 16:00-17:00 CET  
- 10:00-11:00 ET

Only **All Access Roundtable Members** can join the extended Roundtable meetings, like the **Ask-Us-Anything** and **Deep-Dive** meetings. 

[![Become an All Access Roundtable member](https://no-cache.hubspot.com/cta/default/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f.png)](https://cta-redirect.hubspot.com/cta/redirect/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f)

[I am already (free) member - this website does not recognise me](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#cookies)

### View the recording, slides and meeting notes

![202304-how-to-successfully-execute-service-strategy-locked-video-560x315](https://www.moremomentum.eu/hs-fs/hubfs/images/roundtables/202304-how-to-successfully-execute-service-strategy-locked-video-560x315.png?width=318&height=179&name=202304-how-to-successfully-execute-service-strategy-locked-video-560x315.png)

![pending-meeting-slides-locked](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/pending-meeting-slides-locked.png?width=318&height=179&name=pending-meeting-slides-locked.png)

 

| ![notes-blocked-560x315](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/notes-blocked-560x315.png?width=560&height=315&name=notes-blocked-560x315.png) |   |
| --- | --- |

[![Become an All Access Roundtable member](https://no-cache.hubspot.com/cta/default/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f.png)](https://cta-redirect.hubspot.com/cta/redirect/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f)

Only **All Access Roundtable Members** have access to recordings, slide decks and meeting notes of **Ask-Us-Anything** meetings.

 

## Deep-Dive meeting

**July 17**

During this meeting, we will be making a Deep-Dive on one or two sub-topics chosen by the participants beforehand.

For the first 30 minutes, we will present best practices and insights, after which we will continue with a 30-minute peer discussion.

We will cover:

- To be decided after the first meetings of this Roundtable.

**Become an All Access Roundtable member of the Executive Service Roundtable **

And join this **Deep-Dive** meeting on:

**July 17, 2023**   
- 09:30-10:30 CET  
- 15:30-16:30 SGT

**Become an All Access Roundtable member of the Executive Service Roundtable **

And join this **Deep-Dive** meeting on:

**July 17, 2023  **  
- 16:00-17:00 CET  
- 10:00-11:00 ET

You missed both of these **Deep-Dive** meetings on:

**July 17, 2023**   
- 09:30-10:30 CET  
- 15:30-16:30 SGT

**July 17, 2023  **  
- 16:00-17:00 CET  
- 10:00-11:00 ET

Only **All Access Roundtable Members** can join the extended Roundtable meetings, like the **Ask-Us-Anything** and **Deep-Dive** meetings. 

[![Become an All Access Roundtable member](https://no-cache.hubspot.com/cta/default/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f.png)](https://cta-redirect.hubspot.com/cta/redirect/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f)

[I am already (free) member - this website does not recognise me](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#cookies)

### View the recording, slides and meeting notes

![202304-how-to-successfully-execute-service-strategy-locked-video-560x315](https://www.moremomentum.eu/hs-fs/hubfs/images/roundtables/202304-how-to-successfully-execute-service-strategy-locked-video-560x315.png?width=318&height=179&name=202304-how-to-successfully-execute-service-strategy-locked-video-560x315.png)

![pending-meeting-slides-locked](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/pending-meeting-slides-locked.png?width=318&height=179&name=pending-meeting-slides-locked.png)

 

| ![notes-blocked-560x315](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/notes-blocked-560x315.png?width=560&height=315&name=notes-blocked-560x315.png) |   |
| --- | --- |

Only **All Access Roundtable Members** have access to recordings, slide decks and meeting notes of **Ask-Us-Anything** meetings.

[![Become an All Access Roundtable member](https://no-cache.hubspot.com/cta/default/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f.png)](https://cta-redirect.hubspot.com/cta/redirect/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f)

 

## Ask-Us-Anything meeting

**July 24**

During this meeting, we will be discussing some of the questions that have been submitted by participants beforehand, like:

- TBD

Submit your (additional) questions in a simple reply.

The objective of your questions can be:

- Getting answers to our questions.
- Getting feedback on our ideas or plans.
- Brainstorming best practices.

**Become an All Access Roundtable member of the Executive Service Roundtable **

And join this **Ask-Us-Anything** meeting on:

**July 24, 2023**   
- 09:30-10:30 CET  
- 15:30-16:30 SGT

**Become an All Access Roundtable member of the Executive Service Roundtable **

And join this **Ask-Us-Anything** meeting on:

**July 24, 2023  **  
- 16:00-17:00 CET  
- 10:00-11:00 ET

You missed both of these **Ask-Us-Anything** meetings on:

**July 24, 2023**   
- 09:30-10:30 CET  
- 15:30-16:30 SGT

**July 24, 2023  **  
- 16:00-17:00 CET  
- 10:00-11:00 ET

Only **All Access Roundtable Members** can join the extended Roundtable meetings, like the **Ask-Us-Anything** and **Deep-Dive** meetings. 

[![Become an All Access Roundtable member](https://no-cache.hubspot.com/cta/default/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f.png)](https://cta-redirect.hubspot.com/cta/redirect/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f)

[I am already (free) member - this website does not recognise me](https://www.moremomentum.eu/events/202307-advancing-your-service-sales-approach#cookies)

### View the recording, slides and meeting notes

![pending-meeting-video-locked](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/pending-meeting-video-locked.png?width=318&height=179&name=pending-meeting-video-locked.png)

 

![pending-meeting-slides-locked](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/pending-meeting-slides-locked.png?width=318&height=179&name=pending-meeting-slides-locked.png)

 

| ![notes-blocked-560x315](https://www.moremomentum.eu/hs-fs/hubfs/images/icons/notes-blocked-560x315.png?width=560&height=315&name=notes-blocked-560x315.png) |   |
| --- | --- |

Only **All Access Roundtable Members** have access to recordings, slide decks and meeting notes of **Ask-Us-Anything** meetings.

[![Become an All Access Roundtable member](https://no-cache.hubspot.com/cta/default/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f.png)](https://cta-redirect.hubspot.com/cta/redirect/4208295/d5c724b7-6f29-4484-afac-7277128e0e7f)

 

## Overview of meetings in each monthly Roundtable

Every month, we start a new Roundtable with another theme.

For each monthly Roundtable, we will host 4 online meetings of 1 hour each:

1. A **Kick-Off** meeting on the first Monday of the Month.  
   We present best practices and practical frameworks, after which we have a peer discussion.
2. A first **Ask-Us-Anything** meeting on the second Monday of the month.  
   We will discuss a few of the questions that were submitted by participants beforehand.
3. A **Deep-Dive** meeting on the third Monday of the month.  
   We present a deep-dive on the 1-2 topics participants chose, after which we have a peer discussion.
4. A second **Ask-Us-Anything** meeting on the fourth Monday of the month.  
   To close the topic, we will discuss a few of the questions that were submitted by participants beforehand.

We run each meeting in two sessions to allow participants from most time zones to participate.

The Kick-Off meetings are for all (free) members.

The other three meetings are only for All Access members.

Check out the differences between the [different Roundtable memberships](https://www.moremomentum.eu/offerings/roundtable-memberships) here.

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- [Do's and Don'ts for Service Benchmarking](https://www.moremomentum.eu/lp/do-s-and-don-ts-benchmarking)
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