They are Not Buying Print

Many sales teams are challenged in the current business environment to connect with customers and prospects. New sales are harder to find and harder to close. When I ask sales teams about who they plan to contact for referrals [always ask for referrals], often they speak about customers who buy specific types of print jobs.

I coach sales teams to get to decision makers and to conduct strategic account planning to understand their customers’ business goals. No one wakes up and says, “I want to buy printing today, or I’m going to call a print sales rep today.” But those same customers and decision makers across all vertical markets do lose sleep over their immediate business goals. (read more)