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InfoTrends Releases Comprehensive White Paper on the Sales Process

(Weymouth, MA) August 1, 2007… The sales process is simple in concept, but it is fraught with pitfalls in real life. Consciously or unconsciously, all successful salespeople use a sales process: they consistently repeat the steps that have worked for them in the past. Recognizing the patterns of success is the first step to understanding the importance and impact of a sound selling process.

With so many objectives to consider, how do you know where to begin? InfoTrends is pleased to announce the release of a comprehensive document that discusses the entire sales process from start to finish and offers suggestions for every step of the way. The White Paper entitled Effective Selling… It’s a Process! is targeted toward graphic communications organizations, but these very specific recommendations should help businesses of all types to establish an effective sales process and ultimately improve their bottom line.

“Everyone talks about target markets and taking aim, but not everybody does it,” commented Barb Pellow, a Director at InfoTrends, Inc. “A primary purpose for segmenting a market is to focus your sales activities on the subset of prospects that are most likely to purchase your offering. If done properly, this will help to ensure the highest return for your time.”

Effective Selling… It’s a Process! explains how to target the right customers, select your prospects, plan for a productive sales call, pitch your solution, overcome resistance, capitalize on your success once the sale is complete, and much more. It also offers numerous DOs and DON’Ts for the many steps that are part of an effective sales process.

Other highlights of the document include:

• The fundamental concepts of a well-defined selling process
• The benefits of a focused market approach
• Effective prospecting techniques
• Steps to effective pre-call planning
• Recommendations for cold calls
• Techniques for breaking the ice with a new contact
• Consultative selling strategies
• Tips for gathering information about a prospect and conducting a needs analysis
• Strategies for overcoming resistance
• Techniques for closing the deal (and a list of bad closing techniques that should definitely be avoided!)
• Best practices for expanding the sale

This complete report has been distributed to InfoTrends’ BDS (Business Development Strategies) service clients and is also available for purchase. To obtain more information about this study or to make a purchase, please visit our online store or contact Nicole Shown at +1 ext. 207 or .

InfoTrends, a Questex company, is the leading worldwide market research and strategic consulting firm for the digital imaging and document solutions industry. We provide research, analysis, forecasts, and advice to help clients understand market trends, identify opportunities, and develop strategies to grow their businesses. Additional information about InfoTrends is available on the Web at www.infotrends.com.

Copyright © 2007 InfoTrends. All rights reserved. Reproduction or reuse of InfoTrends materials is strictly prohibited without prior written consent. If you are interested in referencing InfoTrends content, please submit your request to .

PR Contact
Allison Jones
InfoTrends
+1 ext. 208