Sales with Swagger: Xerox Launches B2B Inside Sales Solution

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.

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  1. Anselmo Morgado January 5, 2011 - Reply

    need help

  2. Karie Padilla January 5, 2011 - Reply

    Would like to know more about this B2B Inside Sales Solution.

  3. Jason Ng January 6, 2011 - Reply

    pls share more info with me…

  4. Mike Wooden January 10, 2011 - Reply

    Anselmo, Karie and Jason, Thank you so much for the comments. I’ll have our team reach out to you right away to start the conversation about how this can work for your organization. Happy New Year!

  5. Lazaro Lagrow January 19, 2011 - Reply

    Interestingly I find it quite painful to get our sites indexed in google.

  6. anthony nirmal June 28, 2012 - Reply

    do you hve this in India?
    I can join your team.

  7. akinyele August 31, 2012 - Reply

    where can l get this book pls.

  8. Larry Ommodt February 25, 2015 - Reply

    I’m looking for the Phone NO. / E- Mail address for a pertucilar Salesmen. I talked to her on Monday 2/23/15 and miss placed her Phone No.. Her name is Emily xxxxxxxx

    • Gregory Pings February 25, 2015 - Reply

      Hi Larry:

      I made contact with some folks who can get things moving along. I expect that you or Andy should hear from someone soon. Best of luck at your appointment tomorrow.



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