How to sell ECM: from Reactive to Proactive Solution Selling

Exclusively for document management solution sales professionals and channel partners, this one-day training course shows how to identify and engage customers (to win the deal)

Technology buyers gather, on average, 70% of the information they need to make a purchasing decision BEFORE even talking to possible solution providers. This changes the role of sales professionals – you now need to get ahead of the RFP to win the deal or challenge existing requirements. This course does just that, by teaching you how to engage prospects before the requirements have been set; educate your customers about their needs; tailor your messages accordingly; and take control over the buying cycle. 

Course participants learn how to:

• Identify Opportunities - Visual and verbal cues to identify opportunities in different vertical or horizontal processes

• Engage - Use referrals, digital shadows, and social media to get a meeting; Use AIIM research to establish credibility and provide insight

• Demonstrate Importance - Use AIIM research to demonstrate value and ROI

• Educate - Use AIIM checklists to educate customers about their needs and requirements

• Propose Solution - Show how your solution meets their requirements

• Close and Enhance – Sell solutions by adding processional and conversion services

For now, this training is only available as a private, on-premises course that is tailored to your unique business. For information about how to set up a private class or for additional information about the course, please contact us at sales@aiim.org, or by calling +1 301-587-8202 (U.S. office) or +44 1905.727606 (U.K. office).

Download our Sales Enablement Training Brochure

Watch our Methodology Presentation