Itex Solutions Selling With Short Sales Cycles
-
Upload
darrell-amy -
Category
Documents
-
view
280 -
download
3
Transcript of Itex Solutions Selling With Short Sales Cycles
©2008, Dealer Marketing Systems
Getting Copier Sales Reps to Sell Solutions(With shorter sales cycles)
Darrell AmyDealer Marketing Systemswww.dealermarketingsystems.com
©2008, Dealer Marketing Systems
What Challenges are You Facing?
• Attention (How do we get people to talk to us?)
• Profitability (How do we make money?)
• Differentiation (What makes us different?)
©2008, Dealer Marketing Systems
Outline• An Evolving Value Proposition• An Evolving Decision Maker• An Evolving Sales Person
©2008, Dealer Marketing Systems
What is a Solution?
The Application of Knowledge & Technology to:
– solve a Business Problem– improve a Business Process– create a Business Opportunity– reduce Risk
©2008, Dealer Marketing Systems
“Documents are the key vehicles by which information flows through business processes.”Darrell Amy
©2008, Dealer Marketing Systems
What is Important to Business Owners?
• Increase Profits• Improve Competitive
Advantage• Enhance Customer
Service • Ensure Regulatory
Compliance • Reduce Risk
©2008, Dealer Marketing Systems
Documents transform INFORMATION into KNOWLEDGE
The collective knowledge of your organization is contained in documents.
Documents (paper + digital) are the vehicles by which information flows through business processes.
The Importance of Documents
©2008, Dealer Marketing Systems
The Cost of Documents
Highest 12% Healthcare Legal Financial ServicesMedian 5.99%
Document Costs as a Percentage of Total Revenue
Data from ALL Associates
©2008, Dealer Marketing Systems
Document Trends• Information is Doubling every 2.5 Years• Pages per Employee Increasing at over 10% per year• Use of Color and Graphical Content is Increasing• Printing is 80% of document output
©2008, Dealer Marketing Systems
COSTS
INFORMATIONFLOW
Document Optimization Strategies
-OUTPUT-
PrintOptimization
Direct output to the correct device
-INPUT-
WorkflowOptimization
Streamline the flow of information
©2008, Dealer Marketing Systems
Workflow Assessment
Target Improvements• Cost Reduction• Enhance Productivity• Improved Customer
Satisfaction• Increased Competitive
Advantage• Consistent Regulatory
Compliance• Risk Reduction
©2008, Dealer Marketing Systems
The InnovatorsEarly Adopters
• High Expectations• Love Technology• Risk Taking• Confident in their
Abilities• Lone Rangers• Leaders
©2008, Dealer Marketing Systems
The PragmatistsEarly Majority • Conservative Expectations• Skeptical• Practical Managers• Incremental Improvement• Service Oriented• Reference their Peers• Like to see Competition
©2008, Dealer Marketing Systems
The New Skill Set: Creating Divergent Demand
Concurrent Sale• Defined Buying Process• Create Concurrent
Demand1. More Copiers2. Cheaper Copiers3. Better Copiers
Divergent Sale• No Defined Buying Process• Create New Demand
– Finding Points of Pain– Process Analysis– Creating Vision for a Solution– Selling to C-Level
Marc Miller, Selling is Dead
Facilities Level Sale C-Level Sale
©2008, Dealer Marketing Systems
“Stop trying to find technical people who can sell and start developing business people who can sell.”Marc MillerSelling is Dead
©2008, Dealer Marketing Systems
Structure Options
Integrated Sales Force
Sales Rep
Solution Specialist
Separate Sales Forces
Hardware Sales
Solution Sales
©2008, Dealer Marketing Systems
The Importance of an Integrated Sales Force• Sales Reps
– Demand Generation • Convergent• Divergent
• Specialists– Divergent Demand
Fulfillment
©2008, Dealer Marketing Systems
Sales Rep Competencies Articulate the Value
Proposition Recognize Opportunity Establish Value Present and Close
Solutions Proposals
Broker between Business Problems and Document Solutions
Training
• Vertical Market Issues
• Software Overview
• Sales Skills
©2008, Dealer Marketing Systems
Solutions Specialist Competencies
Product Knowledge Hardware/Software
Business Process Analysis Print Optimization Workflow Optimization
Solution Architecture Project Management
Set and manage client expectations
Statement of Work Change Orders
Training:
• Workflow Analysis
• Print Optimization
• CDIA+
• Software Vendor Training
• Project Management
©2008, Dealer Marketing Systems
Recruiting
Sales Reps“Business People Who Can Sell”
• Business Acumen– Business School– Business Experience
• Sales Motivation
Solution Specialists“Technical People Who Can
Solve Problems”
• Technical Aptitude• Problem Solvers