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| This document outlines considerations for entering the TransPromo sales discussion. Creating interest about the TransPromo concept and applications requires a variety of strategies. This document discusses the pieces of the selling process that must be in place to ensure success. |
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Features
Introduction Getting the Right People to the Table
The Marketing Executive
The Line-of-Business Manager
The Finance Executive
The IT Department
Printing Operations
Achieving Organizational Alignment Building a Case and Creating a Value Proposition
Conveying the Value to Each Stakeholder
Transforming Costs into Profit
The Discussion with Marketing
The Discussion with the Product Line Manager
The Discussion with Finance Department
The Discussion with IT
The Discussion with Print Operations
Bringing It All Together TransPromo Solution Selling
Solution Selling Defined
Positioning
Making the Transition
The Sales Process
Gaining Entry – Identifying the Buyer
The Discovery Stage
Articulating the Benefit
Identifying and Assessing Risks
Co-Developing the Solution
Setting up the Next Opportunity Strategies for Customer Expansion The Sales Plan: A Call to Action Conclusion
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