The research found that 26% claim to run a paper-free office, - the rest are still struggling with paper. Forty-two percent of organizations use paper for anything that requires a signature, and 1 out of 3 companies file their most important business content as paper. This means that many still print important emails that need to be retained.
Which of the following best describes the offices in your company?
How do you then sell scanning and capture solutions or services? The research provides some excellent insights into this.
What are the strongest triggers in your company for transforming more capture processes?
This means that you have to help organizations identify how to improve customer engagement or reduce operating costs. The paperless office is not going to just happen, - companies buy scanning and process automation to improve customer service or for reducing costs.
The research also shows that many staff still prefer to work with paper, but I think this will change due to millennials entering the workplace and digital customers expecting instant gratification. Still, when selling scanning services and solutions to companies, you need to show how going paperless benefits both the organization and their staff.
Here are some other resources that will help you sell more scanning and capture solutions and services:
- Techniques to Improve Sales Productivity
- My Favorite AIIM Research to Establish a Business Case for Change
- New AIIM Research for Accelerating Solution Selling
- How to Create a Great Sales Presentation That Closes Deals