February 18, 2015. Received a certificate for completing the practical course “How to Sell Managed Document Services — MDS.” The course was led by Neringa Romanovskaja — that caliber of expert whose background isn’t just theory, but mountains of real-world cases tackled since 2002.
Neringa is about the essence. She knows exactly why B2B sales stall:
The process is tied to a specific salesperson (the person leaves — the clients leave).
We sell “boxes,” not solutions (the client doesn’t need a printer; they need a headache-free document workflow).
Cross-cultural barriers (if you want to sell abroad — understand how people think there).
And she provides a system to fix it. The key takeaway that stuck with me: an effective process is built on two pillars:
a) A deep understanding of your customer’s buying behavior, procedures, and channels.
b) A clear value message. Not about “our software’s features,” but about how much money the client will save or earn. And this message must work automatically — on the website, on social media — and personally from the salesperson’s mouth.
For me, this course was a bridge between KYOCERA’s “hardware” and the world of complex services. A transition from a “device seller” to a “solution architect.” I gained not only structured knowledge about MDS but also a powerful toolkit for B2B sales that remains relevant to this day.
This was one of those cases where training doesn’t just add a checkbox to your resume but changes your perspective and provides real tools for growth. Thank you, Neringa!
