Sales training

Knowing Your Customer and Their Needs - #2 - Vertical Markets

Posted by Allison McCord, Sr. Learning Consultant on Jul 24, 2019 11:53:43 AM
  A vertical market is a group of similar businesses that has a common set of needs for products and services.  Customers in the same vertical market have the same types of applications, and they often have the same business issues. Getting to know a vertical market helps you sel...

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Knowing Your Customer and their Needs - #1

Posted by Allison McCord, Sr. Learning Consultant on Jul 2, 2019 3:10:21 PM
  Focus on the Customer Needs We can often get so focused on producing the job itself, that we lose sight of WHY a customer is getting the job produced. It’s not because they don’t have enough work to do or that they have extra money to spend. It’s because the job supports a busi...

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Are You a Partner or an Order-Taker?

Posted by Roger P. Gimbel, EDP on Jan 10, 2019 2:36:36 PM
Too many print companies still rely on traditional methods for interacting with their clients. Instead of suggesting creative ways they can help their clients achieve business goals, print companies keep focusing sales conversations on quotes and printed products they can provide...

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