If you ask print salespeople about the most important things they should bring to a meeting with prospective clients, they might mention items such as print samples, company brochures, or sales pitch slide decks.
Gimbel & Associates interviewed print buyers about their experiences with printing company sales representatives and discovered that many print service providers were using sales approaches anchored in objects like these. Unfortunately, the things that matter the most to the print buyers were often missing from conversations with print service providers courting them for their business.
In our eBook “From the Other Side of the Desk” we provide printing company executives and their sales teams a rare look at the how customers perceive interactions with the sales people who came calling.
