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solution sales
Personal Touch
Technology is always improving the speed and manner in which we communicate. Professional salespeople must adapt to these new technologies in order to remain competitive and in sync with their customers. However, don’t neglect the obvious that people buy from people, and that the personal touch in your communication can make the difference between success or failure in a sale.
Prospecting Solution Sales – Part 2 of 2
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.
Are Your Solutions Sales Part of the “In-Crowd”?
In a recent article in ImageSource titled Top 10 Industry Trends, authored by John Mancini, the President of AIIM, outlines what he believes to be the top 10 drivers within the DMS space… Being in the business of documents, I found the article compelling. Tonight we discuss the number 3 influencer in the DMS space this year:
3. [...]
DandyID
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