In Game of Thrones, the Stark words were simple: “Winter is Coming.” Unlike the proud mottos of other houses, theirs was a warning. Winters went on for years, comfort never lasts and hardship always returns.
The service agreement has kept that winter at bay and helped businesses survive long after the peaks and valleys passed. Service agreements are the shield against the fall. If you’re new, you may not see it yet. But in every deal, every renewal, every fight over price, cost per copy/click(CPC) is holding the line.
Today, I present to you a crash course on the service billing program that is saving the industry, in three parts:
- What CPC actually is.
- How to sell CPC when you’re sitting with a prospect.
- How to sell against CPC when the competition plays games.
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