Sales strategies

Becoming a Strategic Partner for Print Services

Posted by Allison McCord, Sr. Learning Consultant on Dec 6, 2019 1:49:26 PM
Selling print services to enterprises is not about getting a lead for print jobs.  You need to be proactive in the overall account strategy, not reactive to fulfilling job quotes.
Your ultimate goal is to become a strategic business partner integrated into your customer’s business process, acting as an extension of their operation.

Your Mindset and Approach

You need a strategic mindset and approach to establish

partnerships with enterprise customers:
  • Making customers, rather than finding This means earning more time with the customer, with an open invitation to continue a dialogue, and with a sincere commitment on the customer’s part to take action.
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Topics: sales strategies, news, partnerships, strategic partnerships, enterprise customers

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 Gimbel & Associates we’ve been teaching print industry salespeople how to react to the ever changing business environment in which they find themselves, with great success.
The process is evolutionary. Companies don’t change overnight, but we’re sharing helpful tips that can have an immediate impact on sales performance. These ideas will encourage customers to say “yes” more often.
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Topics: sales, consultative selling, solution selling, getting to yes, challenger sale, sales strategies

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