Sales

How to Switch to Solution Selling

Posted by Roger P. Gimbel, EDP on Mar 5, 2018 9:00:00 AM
As your organization transitions from selling products and print jobs to selling solutions, your sales techniques must evolve. The ultimate value of a print solution is not the printed product. It is the actionable results that come from the print. These results help your clients...

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Getting to Yes

Posted by Roger P. Gimbel, EDP on Jun 23, 2017 10:29:21 AM
Impact Sales Performance Printing companies used tried and true sales strategies in the 80’s and 90’s, but those techniques are yielding fewer results today. Print service providers need new strategies to stand above the competition and attract business that spurs growth. At Gimb...

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How to Create a Business Marketing Plan for Inkjet     Part 2

Posted by Roger P. Gimbel, EDP on Dec 7, 2016 3:26:31 PM
Marketing and Sales Must Work Together Creating a Business Marketing Plan for Inkjet includes several steps. Success relies upon an honest evaluation of the print service provider and a detailed analysis of customers, competitors, and market trends. If inkjet is new to everyone i...

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Consultative Selling - Teaching Your Sales Team a New Approach

Posted by Roger P. Gimbel, EDP on May 18, 2016 12:13:01 PM
How To Turn Your Staff Into Consultative Sellers In a previous post I pointed out the need to transition to consultative selling from traditional approaches used by most print service providers. This isn’t an easy task. Retraining a sales team to use a different set of skills is ...

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Consultative Selling – Business Development Breeds Better Sales

Posted by Roger P. Gimbel, EDP on Apr 18, 2016 11:57:05 AM
Why You Should Care About Consultative Selling Over the last several years journalists and experts have advised printing companies they must change to be competitive in a multi-channel communications world. Many print providers have responded by updating hardware, software, and t...

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Grow Your Business by Selling Value, Not Print

Posted by Roger P. Gimbel, EDP on Mar 15, 2016 9:00:00 AM
Print providers are in an excellent position to help their customers understand the unique benefits of print communications, how to get the greatest return from their investments in printed material, and how to integrate print and digital media to raise the effectiveness of all t...

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