Research Insight:
Building a Field Service Lead Generation Program
In The Service Council’s (TSC) Field Service Benchmark for 2017, 32% of participants indicated that enhancing the commercial opportunities for their field service businesses was a top priority for the next 12 months. In 2015 TSC research on the topic of service revenue (n=142), 96% of organizations indicated that they had revenue objectives in place for their business. Nearly 60% of organizations indicated that new service sales were seen as the area with the greatest opportunity for organization-wide revenue growth.
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In support of service-driven revenue growth initiatives, there continues to be an increased focus on equipping field service agents with the right tools for lead generation. This document will outline TSC’s 8-step process for building and sustaining an effective lead generation program.
