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Sales

Selling on service or quality rarely makes much impact on the average buyer. Buyers now expect good commercial quality print as standard. The big differences in quality that used to exist due to differences in plant and operator skills are now gone. Therefore it is difficult for buyers to differentiate between most printing companies other than on price.

Today, many printing companies are now selling more than print, offering design, web services, fulfillment, multi-channel communications and data to name but a few solutions. Sales conversations now have to focus on how they can help their customers with their business challenges. This change of sales strategy allows them to focus on more value added offerings. But finding new customers and driving increases in revenue is the number one challenge in the print industry because few printer have an effective sales process and therefore achieve predictable and profitable sales growth.

 
 
How printing companies are training customers to choose on price

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How printing companies are training customers to choose on price
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Sales & Marketing

Selling on service or quality rarely makes much impact on the average buyer. Buyers now expect good commercial quality print as standard. The big differences in quality that used to exist due to differences in plant and operator skills are now gone. Therefore it is difficult for buyers to differentiate between most printing companies other than on price.

Today, many printing companies are now selling more than print, offering design, web services, fulfillment, multi-channel communications and data to name but a few solutions. Sales conversations now have to focus on how they can help their customers with their business challenges. This change of sales strategy allows them to focus on more value added offerings. But finding new customers and driving increases in revenue is the number one challenge in the print industry because few printer have an effective sales process and therefore achieve predictable and profitable sales growth.


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How printing companies are training customers to choose on price

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