Working all my business life in the area of document technology I have been a wanderer between the Office World (MFP, Printers) and the ECM area. So I have been exposed to both worlds and cultures: the Office equipment world dominated by a direct sales approach (wouldn’t call it hard selling, but it is close to it) and a more consultative, solution selling approach in the ECM space. Where in the past ECM sales reps always had a big challenge to do cold calling (only few companies really enforced it) it was daily routine for the office sales reps.
