ProSolutions Training

Selling document management solutions requires new skills. Most solution specialists are hired for their technical abilities. The challenge is that technical skills are only half of the success equation. You are an empty shirt in the solutions business until you understand your clients' business problems.

Understand Business Problems
The reality is that most top-level decision makers are not technical buyers. Approaching these prospects with technology usually kills the sales process. The key to success is to engage the decision maker at the level of their business problem.

Skills to Succeed
ProSolutions (formerly the Document Solutions Specialist Boot Camp) equips specialists to talk to top level decision makers from a business perspective. They are equipped to analyze business processes, find business problems and then present the technical solution in a non-technical way.

Why Do We Need This Training?
Your hardware and software vendors likely provide excellent technical and product training. While this is important, there are three big missing links that can keep your team from being successful.

1. Get the Business Side of Selling Solutions
   First, The training from most hardware and software vendors focuses on their technology. Most decision makers don't care about the technology--they care about their business. This course teaches your specialists the business side of selling solutions.
2. Get the Big Picture
   The second challenge is that most vendor training is focused on the narrow application of the vendor's software. Since most solutions require integrating multiple hardware and software products, the sales person rarely gets the big pictures. This training ties together business problems and integrating technology to solve the problems.
3. Learn Sales Skills
   Many solutions sales people have limited exposure to sales skills that work. This course provides them with practical skills and phrases that they can put to work immediately in the field to get results.

Learning Objectives
The goal of ProSolutions is to equip Solutions Specialists, Sales Managers and Major Account Representatives to:

• Talk with top level decision makers
• Analyze business processes
• Uncover business problems
• Integrate technology to solve problems
• Conduct proof of concept presentations
• Prepare ROI-based proposals
• Sell consulting where appropriate
• Sell to a team
• Manage the implementation to ensure client satisfaction

Tuition

• BTA Members: First Attendee: $1,695 | Additional Attendees: $1,195
  * BTA Members may apply their $150 Annual Training Coupon
  

• Non-Members: First Attendee: $2,125 | Additional Attendees: $1,195

Agenda

Day 1

Day 2