By Michael L. Wooden, senior vice president sales and marketing, ACS Business Process Solutions (BPS)
“Selling was the greatest career a man could want. What could be more satisfying than to be able to go into twenty or thirty different cities, and pick up a phone, and be remembered and loved and helped by so many different people?” – Arthur Miller, “Death of a Salesman”
Although much has changed in the sales industry since the 1949 production of Arthur Miller’s Death of a Salesman, one fact remains true – customers buy from people and businesses they like. Strong relationships are important and in most cases, define the success of a sales team.
So here we are entering a new year and a new decade, in a recovering, but tough economy and companies are still striving to grow while reducing costs. With shrinking travel budgets, busy customer schedules and diverse geographic targets, sales professionals need a solution that confronts these challenges head on – with swagger.
Enter Xerox’s newest sales solution – B2B Inside Sales. It is an interesting solution– Xerox employees become the inside sales team on behalf of their customer – a complement to the company’s sales representatives in the field. It serves as a complement to the existing sales team. Xerox creates a virtual sales team to handle selling via phone and Web, while the customer’s traditional sales force focuses on increasing face time where it counts – with current customers and promising prospects. This way, the sales force identifies the places where time would best be spent and optimizing customer touch points.
The virtual sales team doesn’t replace a customer’s traditional sales model – it works alongside it to identify untapped markets or undermanaged accounts, ultimately increasing the effectiveness of the sales function as a whole.
For many Xerox customers, managing sales is not their core business – but it is our specialty. There is no one-size-fits-all approach to sales – it’s all about finding that hybrid solution to meet the goals of the business in the most efficient way.
To learn more about Xerox’s B2B Inside Sales Solution, tune in to Xerox Real Business Radio.