Prospecting is one of the most labour-intensive aspects of the sales process, but it’s also a crucial sales activity that all reps should be doing to ensure they meet their targets each month. Time and targets are constant concerns for people in sales; it can feel like there’s not enough time in the day to generate the numbers they need to hit targets. Effective prospecting can help salespeople proactively and productively identify opportunities to help them hit their quotas. In this blog post, we’ll be looking at some best practices for identifying, prioritizing and connecting with potential customers to accelerate the sales process.
Editor’s Note: This post was originally published in May 2017 and has since been updated.
On average, 5.4 people are now involved in today’s B2B purchase decisions (Source). As a result, B2B sales cycles are getting longer and longer, and differences in opinion make it increasingly difficult for decision makers to agree on a purchase. There are a number of reasons for this shift—increasing collaboration in the workplace, emphasis on strategic alignment, tighter control on spending—but regardless of the cause, the end result is the same. Salespeople have to contend with multiple decision makers and, to make their sales efforts more effective, they need to tailor their approach to multiple buyers.
Editor’s Note: This post was originally published in December 2016 and has since been updated.
The market for managed print solutions is very competitive, making it more important than ever for those selling managed print to revisit and update their sales strategies. What was tried and true ten years ago might not necessarily be effective today. In that time, technology has fundamentally changed how we communicate and how we find information, two essential aspects of the purchasing process. To close MPS deals and win bids in today’s market, sales professionals must respond to these changes. We put together a list of seven tips to help close deals with these changes in mind.
A recent study by Forrester showed that 59% of B2B buyers prefer not to interact with a sales rep and 74% find purchasing from a website more convenient.1 Today’s buyers are more informed than ever – they have access to the Internet to not only research solutions and vendors, moving them further through the buyer’s journey without the intervention of a sales rep, but to make purchases as well, completing the journey without a sales rep.
Dealers in the imaging industry typically fall into one of three categories when it comes to remote monitoring of print devices:
- Those that don’t do any remote monitoring.
- Those that monitor some of their machines in field.
- Those that monitor all or nearly all of them.
If you fall into either of the first two groups, you are leaving money on the table.
What are the chances of someone accepting a marriage proposal on a blind date? Okay, it’s been known to happen and I’m sure a few individuals might consider it, but for most the answer would be “no.” What if you asked in the most romantic and sincere way possible? Realistically, the answer is still probably “no.” Unfortunately, this is much like the mindset we have with many sales opportunities.
When I was new to the world of managed print services, I was overwhelmed by the amount of industry jargon. It seems like we have an acronym for everything in the managed print space, so I put together this list of 10 need-to-know acronyms to help those new to the channel. But instead of just defining these terms, I'll be providing some insight into how you can use them to provide value for your customers.
We asked our Sales team about some of the biggest obstacles dealers and resellers face when selling managed print. Hear from David Brown, Business Development, and Shane Lachance, Channel Specialist, on these challenges and how to overcome them!