This question is something many sales reps are asking themselves.
Consumer-oriented companies like Amazon, Apple, and others have been world champions when it comes to creating great user and customer experiences.
Their innovations have created new expectations of a frictionless and informed buying experience.
The same users are the ones whom you are trying to sell your office solutions to. Meeting those expectations is very hard, however, it can be done a lot better than today when using the right technology and approach.
Clients want speed, top quality, transparency but most of all authenticity. They want the big WHY with the blink of an eye.
Things have to be crystal clear or its basically decisions made on gut feelings, which often ends up with
"Nah, we are satisfied with our current setup. We feel it's ok!"
... and how to beat that with your own gut feeling that things could be better?
Customers are used to not spending much time on this topic because its too time consuming, so it's done in every 3-5 years.
That's the first obstacle many meet today. So you need to have the facts straight be to deliver an instant "why" in order to get more time to talk. Instead of the classic "Call me in 2 years" 😫.