Electronics For Imaging: Sales Skills Training

“ClearEdge training helped the sales team understand the differences between selling direct and through a reseller and how to maximize the channel.” Frank Malozzi, Senior Vice President of WW Sales and Marketing, EFI

Problem: Electronics for Imaging (EFI) is a leading supplier of digital print solutions, including VUTEk super wide inkjet printers. Their VUTEk Sales Group required additional focus and training on how to increase sales through their worldwide reseller organization in the three main geographic regions of Europe, Asia and the Americas. Sales were growing, but many of the sales representatives and account managers had both direct and channel based responsibilities which require very different sales skills, methodology, experience and approach.

Solution: Discussions with local regional sales leaders revealed that the three different worldwide regions had distinct needs and separate customized training sessions should be developed for each. These courses were built around ClearEdge’s Dimensional Sales Selling skills modules, and adapted for the specific needs of these diverse groups who sell the same products through different channels in their respective regions. The training outlined a number of different techniques for identifying the first set of evangelists, and having the necessary sales tools practiced and ready to help adapt the sales process for unique situations. ClearEdge delivered this customized training to a total of 98 VUTEk account managers at the annual sales kickoff.

Posted by Linda Jackson