It's easier to sell the tangible - say a server, a router or a phone - than it is to sell the invisible - like intrusion detection, Hosted PBX or The Cloud.
Software sales folks are used to selling licenses and shrink-wrapped stuff. It's harder to sell Software-as-a-Service (SAAS), because it's delivered over the Cloud. It's a little different, so you have to tweak your sales approach. Why? Because the Buyer's perspective has changed.
MSP Mentor has an article about how product sales drive more services sales. It's called bundling.
Your team hs to manage the sales process. Here's an article about that. But if you need help wrapping your head around this, make an appointment with my office.