Printing and Imaging Provider Extends Services and Enters New Marketplace After Four Day Sales Prospecting Training
Situation
As one of the leading printing and imaging suppliers in the international marketplace, 98% of revenue came from channel partners selling to end users. Our client had a strong brand name and good market penetration; however they wanted to increase their revenue stream by diving deeper into their existing accounts through up-selling. They also wanted to create new business at target accounts. After utilizing Vorsight’s Sales Prospecting Training, the IPG Sales Reps were able to gather the right information about the prospects, build stronger relationships with existing customers, and close deals at new accounts.
Creating a Tag Team Effort to Up-Sell Existing Customer Accounts
While our client presumed good insights in the middle market and enterprise accounts, they had overlooked small mid-sized businesses (SMB). The IPG Sales Reps were unaware of the potential opportunities from the existing SMB customers. When it came to reaching out to this group, they lacked knowledge of the customer’s utilization of their service. Once the customer was on the phone, they did not have the necessary information to push other offerings. Further, our client did not know how to reach the SMBs and they did not know how to gather the right information to talk to the SMBs. The IPG Sales Reps’ goal became to understand and initiate a tag team effort to get the sale.
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