COLOR BRINGS MORE LIFE TO LEARNING

Industry

Information Technology

Revenue

$22.39 billion (2012)

Employees

147,600 Employees (2012)

Xerox redefined success when it challenged customers to see the benefits of color materials in student performance, not the cost of printers and ink.

In early 2011, Xerox began its journey to deliver a new market strategy for its largest direct selling organization, US Client Operations, to sell higher value service-based solutions to large enterprises. As part of its new services-focused go to market strategy, Xerox was facing increasing complexity in the interactions that salespeople were having with clients. After rolling out Challenger Sales methodology across the US Client Operations sales team of over 1000 sellers and 150 sales managers, the company’s sales interactions started producing astonishing results.

Before Challenger

“Our leading-edge, cartridge-free technology produces 90% less waste than laser.”

After Challenger

“I’d like to talk to you about the impact of color on student performance.”

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