In the late 70’s, Xerox held the coveted position as the leader in their field, hiring and training 1,000's of sales representatives across the globe, teaching them how to sell their boxes using their proprietary Professional Selling Skills (PSS) sales approach.
Fast forward to today, and their product sales offerings have transformed into being a provider of mission critical business outsourcing services to major government entities and commercial companies. Armed with a deep portfolio of services based capabilities, they could no longer apply their highly successful product selling approach, and had to move from being a product sales organization to one that provides solution to business problems. The answer, insight based selling. While being leaders in selling skills training, their greatest challenge was sales rep adoption of the new selling approaches.
Learn how exbound.digital advisors helped Xerox achieve sales adoption quickly.