What issues are really troubling Printers in 2011?
Monday 17th January 2011
What issues are really troubling Printers in 2011?
Here are the primary concerns raised by people like you. We’ve stated them as they were raised, so apologies of some of the points seem similar
* How do we reduce the dependence on price in every conversation our sales people have?
* How can we create a full account management strategy with the sales team we have?
* Is finding and hiring “better” sales people really the answer?
* Are better sales people actually out there?
* How have print management companies been able to take our business away?
* We are rubbish at sales. What are the basics we should be doing?
* How can we develop a value added sale instead of a price based sale?
* Other than a simple number to hit each month, what else should we set targets for?
* We have no idea of what an “ideal” customer is.
* How can we grow our overall margins?
* How can we turn ourselves into a selling machine?
However expressed, for the vast majority of printers surveyed the issue stated was how to find profitable sales.
The challenge is to develop sales methodologies which add value to the sales process in print and secure long term business, rather than a series of one off sales based on price.
We can help. If you’d like to discuss some ways of managing this business change Contact us.