Providing an on-point, creative solution that increases a client’s return on technology investment and produces the Raving Results we constantly seek to deliver.

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A little more than a year into her Datamax sales career, Callie McGee can look back and see just how far she's come.

"When I started in this role last year, I knew I could be really good," Callie said. "Then I got hit with the reality that there are a lot of aspects to this job."

Prospecting. Account management. Product knowledge. Phone calls. Discovery. Proposals. Follow-up.

Garden Design Landscaping brought many of those pieces together. And when the opportunity finally arrived after months of prospecting, Callie was ready to own it.

Do the Homework. Own the Room.

Callie and Sales Manager Ted Roche had been prospecting Garden Design Landscaping for several months when the company finally responded: They were ready for pricing.

Though the prospect wanted meet on Zoom, Callie and Ted pushed for an in-person proposal.

"We wanted to be in person if we were going to win the deal," she said.

Callie prepared accordingly. She reviewed every detail from discovery, identified the customer's biggest frustrations, and practiced the proposal repeatedly.

"I was literally in my car on the way there going over it," she said. "I'd say something and think, 'That didn't sound good,' and try it again."

By the time she walked into the meeting, the preparation paid off.

"It naturally flowed," Callie said. "I felt great about it."

Make the Benefits About Them.

For Callie, one part of the proposal has become especially important: the Summary of Benefits.

"The Summary of Benefits has singlehandedly won all of my FTA deals," she said.

Her approach begins during discovery. She records even seemingly minor details, then organizes those notes around the challenges that matter most to the customer.

For Garden Design, those included service limitations, multiple device locations, employee onboarding materials, large-format landscaping plans, and a lack of meaningful partnership reviews with their existing provider.

Rather than simply walking through equipment specifications, Callie connected the proposed solution directly to those needs.
The final configuration included three Canon 7165 devices positioned throughout Garden Design's facility, along with a wide-format solution for detailed landscape plans.

"It's digging into their pain points," Callie said. "From discovery, I pick up on the one that really matters to them."

Know When to Create Urgency.

The proposal meeting ended on a high. Then everything went quiet.

Knowing one of Garden Design's leases was approaching expiration, Callie kept looking for a way to restart the conversation. She found it in a Canon promotion scheduled to expire June 30.

"It was definitely my Hail Mary," she said.

Callie sent the customer the promotion information and explained that the discounts already included in their proposal, worth roughly $5,000, were approaching their deadline.
"I was just being transparent," she said. "I wanted them to see it."

It worked.

The deadline brought the opportunity back into focus, configurations were finalized, and the deal moved forward. The installation, including support for Garden Design's San Antonio location, followed just as smoothly.

For Callie, the win represents more than another FTA.

A year ago, she was learning everything that went into the job. Today, she's doing the research, owning the proposal and recognizing when a customer needs one more reason to act.

Preparation helped her earn the opportunity.

A sense of urgency helped her finish it.