Ask any owner or manager in the typical document imaging company and they will tell you that they spend enormous amount of time and money developing the concept of ‘solution selling’ within their sales teams. The process for prospecting is the most important aspect of a solution sale, yet if you view most material on the subject, it focuses on the close instead of the prospecting. Who you prospect, and the manner in which you do it, will determine what the sales cycle, revenue total, and profit will be possible in an account. This 2-part series answers how to develop solution sales prospecting skills within your organization.
Ask any owner or manager in the typical document imaging company and they will tell you that they spend enormous amount of time and money developing the concept of ‘solution selling’ within their sales teams. The process for prospecting is the most important aspect of a solution sale, yet if you view most material on the subject, it focuses on the close instead of the prospecting. Who you prospect, and the manner in which you do it, will determine what the sales cycle, revenue total, and profit will be possible in an account. This 2-part series answers how to develop solution sales prospecting skills within your organization.
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