Archive for 'Strategic Solution Sales' Category

The Perfect Invention

As I make my way through airports I often come across a person who is walking along talking out loud and for an instant I think he is talking to me; then he turns and I see his blue tooth ear phone. Although a good invention, it’s not the one I had in mind. My [...]

Communicating Effectively

It’s tough being a printer today, even a digital printer with all the web-to-print, cross-media and interactive bells and whistles you have at your disposal. Print is no longer taken for granted. You have to persuade people that you have a solution that meets their needs and provides a benefit. I recently came across a [...]

Vegas Restaurant Goes High Tech

Recently I was in Las Vegas for PODi’s AppForum (the conference for folks interested in creating more value around digital printing applications). Our team arrived on the weekend prior to the conference, which was at the Planet Hollywood. It was Sunday and time for lunch so five of us headed down to casino area where [...]

SOLUTIONS FOR THE NON-PROFIT SECTOR

There are over 1.8 million non-profit organizations in the U.S. And direct mail is still the favored medium for non-profits. In 2010 approximately 17% of the US bulk mail sent, roughly 11 billion pieces, was related to the non-profit sector. Direct mail in the non-profit sector is: The top driver in soliciting (single gift) donations [...]

INSIGHTS FOR SELLING TO THE FINANCIAL INDUSTRY

Caslon, the management company of PODi, the digital printing initiative, recently analyzed PODi case studies in the financial services industry to determine if there are common challenges and interesting solutions for those challenges.

Case Study: Cross Channel Event Marketing

  Business Objectives: Boelte-Hall, a print service provider offering cross channel marketing solutions, has been a participant in the Ag Media Summit (AMS) since its inception in 1999. The Summit is the largest gathering of crop and livestock media professionals in the U.S. The agricultural market is a key vertical market for Boelte-Hall and they [...]

Sales Tips from the Top: Getting Buy-In

 “If you have a contact that needs to get buy-in from either a manager or a team, but is reluctant to take the risk of bringing your offer forward, how do you tackle it?” The question was asked by an attendee at a recent S3 Sales Training Session – and solutions sales expert Kate Dunn [...]

Sales Tips from the Top: Qualifying Prospects

One of the challenges in prospect qualification is knowing if you’re talking to the right person. How do you avoid spending a lot of time with someone who cannot make a decision on your proposed solution? Sales expert and president of Digital Innovations Group Kate Dunn and PODi’s Dave Erlandson discussed this at a recent [...]

Selling Solutions Part 3 – Ensuring Customer Success

Selling solutions is different from selling traditional printing, and it requires a different sales approach. Instead of focusing on price, delivery, and print quality, Solution Sales is based on understanding the role print plays in the client’s overall business. In this final segment of our three part series on Strategic Solutions Sales (S3) we’ll examine [...]

Getting Started with Selling Solutions: Part 2 – Winning the Sale

Selling solutions is different from selling traditional printing, and it requires a different sales approach. Instead of focusing on price, delivery, and print quality, Solution Sales is based on understanding the role print plays in the client’s overall business. In part two of this three part series we’ll cover Winning the Sale. We’ll also introduce [...]