Sales Training Resources

Avoid This Mistake When Selling as-a-Service

It seems that “X-as-a-Service” has finally become a mainstream request by end-user customers. Whether access control, visitor management or video hosted in the cloud, they are curious and asking for options. Unfortunately, sales of these services have not kept up with the curiosity of the marketplace. There are several reasons for this lag, but one of the main obstacles to selling as-a-Service options has been the conversation between salespeople and potential customers. If you want to be successful growing as-a-Service offerings, then stop selling benefits and start managing change.

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Why Choose Vector Firm

Vector Firm’s purpose is to help system integrators and their technology providers improve their sales and marketing results.

Five Core Beliefs of Modern-Day Selling


Customers and prospects don’t believe they need salespeople anymore.


The primary goal of prospecting is to become known as a subject matter expert.


Purchasing decisions are made by multiple people who may not know the salesperson.


Customers and prospects are distracted more than ever, rarely focused on salespeople.


Salespeople must make their customers successful. Satisfaction and friendships are not enough to maintain the business.

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