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Results 1 - 10 of 22
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Personalized URLs: Relevant, Measurable, Productive, ProfitableNew! Featured
This whitepaper reviews the most common mistakes made with Personalized URLs and covers five best practices for Personalized URLs and personalized landing pages. Each best practice is illustrated with case study examples and contains actionable tips to improve your next direct marketing campaign.
Sponsored by HP. (PDF - 28 pages, January 2010)
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What is our Distinctive Competency?
“Distinctive Competency” is exactly the term that I have been looking for to describe the dilemma being faced by printers today. Everyone has quality products, competitive pricing, good service, and a “Full Service Bindery”, but that’s the point, everyone has it. You have all of the important components to be successful, but what makes you and your company different? - by Cliff Hollingsworth, VP Workflow Systems, Consolidated Graphics
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It's Been 10 Years!! Are We Really Making Progress?
This article reflects on the evolution of web-to-print and digital printing as an aspect of commercial printing. It examines the traditional print salesperson and how their hesitancy to embrace the “solutions sale” may still be holding many of them back. It also looks at the fact that clients are, in many cases, just entering the POD discussion, so the time is right for “forward thinking” sales professionals to actually become the consultants that they claim to be. Submitted by Cliff Hollingsworth,VP Workflow Systems, Consolidated Graphics
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Strategic Solution Sales: A Path to Higher Margin Business
The S3 Process is based on the reality that selling solutions involves understanding the marketing problems your client faces. You then must help them meet those challenges. Provide real solutions and you're on the way to higher profits and long-term customer relationships. This article takes you thru the 3 Steps and explains what you will need to be successful.
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Don't Sell Digital Print. Sell Results.
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 other words, how can the printed piece (perhaps along with other services you can provide) become a “solution” to the client’s problems.
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Variable Rocks!
The concept of variable data printing is nothing new for quick and small commercial printers. They've been doing a form of rudimentary VDP for years with mail merge jobs. However, taking full advantage of VDP capabilities that are now available in our industry segment calls for a much more sophisticated approach. This article, from Quick Printing Magazine's Bob Hall, takes an indepth look at the new VDP. Submitted by Creo Color Servers.
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Credibility First, Then Sales
Selling solutions is different from selling traditional printing, and requires a different sales approach. The biggest mistake new sales people make is trying to pitch their product before they've proved their credibility.
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5 Dangerous Trends for Printers
In this report, I identify and discuss the five most dangerous trends facing today's commercial printer. By Tom Hackelman, Graphic Communications Specialist, Xerox.
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Results 1 - 10 of 22 |
