As the printing industry evolves, printers are recognizing the need to sell higher margin solutions rather than commodity print. This report from Caslon & Company helps print service providers identify and hire sales people with the right skills to be successful at selling solutions.

This presentation is from the highly popular session at the 2008 AppForum.

 

Digital printers who’ve adopted the Strategic Solution Sales (S3) approach know that it is far different from selling commodity print. Learn how to prepare your sales force for this new approach. 

• Identify the characteristics of a good solution salesperson 
• Establish effective recruitment and compensation 
• Keep your lead pipeline full and your business profitable 
• Mentor your team for mutual success

This white paper provides a basic introduction to Caslon’s Strategic Solution Sales (S3) process.

This presentation from PODi’s 2008 AppForum provides an introduction to the Strategic Solution Sales process. The presentation leads you through the transition from selling printing to selling solutions, using the proven Caslon S3 process. It’s a different approach, but you’ll see the payoff in your profits.

Based on my 26 years of sales and sales management experience, I have created a report that identifies the five critical areas that every company must address in order to dramatically improve their sales success. By Tom Hackelman, Graphic Communications Specialist, Xerox.

Free to all

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.

Free to all