Developing new professional services business with the telephone is different from the classic product sales rep who "dials for dollars."

The product sales rep typically looks for a transaction. The messaging in voicemails and emails is benefit-oriented and often is packaged as, "ours is better than theirs," with attachments to prove it. Upon making a sale, the product is typically "owned" by the customer, who can lose confidence in the sales rep, but will continue to love the product.

With professional services, the sales cycle typically lasts longer and the messaging is more educational, with attachments about industry issues. In many cases, what is being sold and the relationship are viewed as one and the same; in effect, the sale never ends.

Despite these differences, the principle of territory is as important and works the same for product reps as it is for business developers.

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