This online training module provides an overview of the Strategic Solution Sales (S3) Process. The objective of the S3 process is to focus on the transition from selling commodities to selling strategic programs that are based on value and allow you to predictably deliver sales results that exceed your plan.

The second module focuses on the first step in the Strategic Solution Sales (S3) process – Building Credibility. Credibility begins with being prepared, which means you understand your prospect’s business and the issues his company and industry are facing.

Spending time with people who will not or cannot buy from you is the single biggest reason for sales professionals to fail.  Qualifying is a critical step in the strategic solution sales process. View this module to learn how to qualify your prospects.

This online training module reviews the Getting Access step in the Strategic Solution Sales (S3) Process. Learn how to approach senior executives at prospective customers and how to make a compelling introduction that will get you in the door.

In this module we'll cover another tactic for building credibility, the Intro Presentation. This presentation helps you confirm the needs of your prospect and transition to the next step in the S3 sales process, the Needs Analysis.

Module 6 reviews the Needs Analysis step in the Strategic Solution Sales (S3) Process and the subsequent value calculations. Answers to these tactical questions will generate the data that you need to create a compelling solution and these answers will be the cornerstone of your value calculations.

This online training module reviews the Solution Presentation and Managing Implementation steps in the Strategic Solution Sales (S3) Process. Learn how to effectively present digital print solutions and how to ensure customer success after the sale has been closed.

Learn how to develop more effective direct marketing solutions that deliver results. The first part of this online training series reviews two key best practices - relevant messaging and timing. Both of these principles are illustrated with real-world case studies.

Learn how to develop more effective direct marketing solutions that deliver results. The second part of this online training series reviews three key best practices - optimizing response mechanisms, incorporating multi-channels and testing. These principles are illustrated with real-world case studies.

This online training module reviews Value Pricing strategies that are a key part of Caslon’s Strategic Solution Sales (S3) Process. Value pricing focuses on the value the user sees as a result of a digital print solution as opposed to the cost of the printing.