PRINTITRESELLER.UK 29 COVER STORY As a partnership, there’s pretty much always a way of making business deals work. Of course, we’re constantly developing the fluidity and simplicity of interfaces between our systems and their sales management applications. Auto-decision speed is clearly critical to securing sales for them. But it’s not necessarily as simple as that. Sometimes, the company actively wants some human interaction because there might be an opportunity to upsell. So we work together with the company’s CRM to see if we can route this customer or prospect segment away from total automation where appropriate, to enable maximum sale value. In the future this will apply to their e-commerce offering too. Real collaboration and training Our heads of risk are also regularly in touch. That proved particularly important over the last two years. In one instance, we co-operated closely when supply chain problems were at their peak and the company couldn’t always deliver consumables to all its clients. By staying closely in touch we could show payment forbearance or flexible deferrals to clients affected by these supply problems. The result – happy clients, a loyalty bonus for the manufacturer and a closer bond between us all as a result. By staying closely in touch we could show payment forbearance or flexible deferrals to clients. Finally, the last piece of our collaborative relationship focuses on training. They’ve recruited a lot of graduates over the last 12-18 months who are really bright and driven, but who also need a lot of training to be effective in the field. That’s where we step in to teach them how finance works and how to present it to potential customers in order to close a sale. Again, it’s a collaboration which works to mutual advantage – the better the salespeople, the more sales are closed and the greater volume of business we get to finance. If you are interested in having a relationship like this with us, get in touch! Email: [email protected] What do you want from your financing partner? Bespoke underwriting e-signature for remote contracts Flexible tools Understanding your business Common goals IT team collaboration Sales training support Integrated into your systems Rapid, easy digital processes Graduate sales training support
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