Sales Development for a New Market

Problem:

The company was launching a new High-Volume printer to target the high-volume print market including commercial printing entities, legal organisations and educational institutions. This market had previously not been targeted by the organisation and the sales force new very little about the business of a high-volume print environment.

Solution:

Develop a Selling to High-Volume Print Production program – a market previously not targeted by the sales force. This included technical product knowledge, as well as site visits to print-production environments, and encapsulated by a solution-selling approach.

Outcome:

Sales established in the High-Volume print production environment in Asia-Pacific – opening a completely new market for the organisation.