Integration Story: Reinvent Your POS Sales Process

Everyone's sales strategy is different, and it could be argued no one strategy is right or wrong. Still, in following the direction of the Business Solutions tagline, "Growth Strategies For The IT Channel," I recently sought out some successful sales strategies that we could pass on to our readers. It didn't take me long to find Chuck Twesten, owner of Hospitality Data Systems (HDS). Whereas many VARs muddle through a collection of haphazard, unclear sales processes, Twesten has a clearly defined five-step/five-meeting process that's been yielding surprising results. In fact, he closes an impressive 70% of prospects via his five-step program. Thankfully, the VAR was willing to sit down with me, share the steps, and outline what happens at each of the meetings.