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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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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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.

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A simple way to increase profits is to deploy finite resources on only the most profitable opportunities. To do this successfully, two questions need to be answered.
1. Is this business going to be profitable and worth pursuing?
2. Is this business closeable?
Get some tips on successful Prospect Qualification.
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Mike Wesner, VP of Digital Sales at Hutchison Allgood, suggests several small steps that can be taken in the area of direct mail marketing that will easily and quickly help organizations become better environmental stewards.

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This white paper, written by Mike Wesner, VP of Digital Sales at Hutchison Allgood in NC, looks at how Cross Channel Marketing campaigns have changed over the past 5 years. This evolution is very exciting - bringing more effective mailings, better market intelligence, more speed and efficiency and marketing accountability to businesses that utilize it fully.
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Highly personalized campaigns take more effort and cost to prepare, execute and analyze than run of the mill short run color jobs. Delivering these services takes real expertise and costs real money, but often service providers are too quick to give the services away as they hope to capture the value in the printing element of the campaign.

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One of the most difficult parts of the sales process is getting appointments. And getting appointments with prospects that don’t know you or your company adds another degree of difficulty. One PODi member has developed a plan to increase their chances of success and cut down on time spent on cold calls. They look for ways to get an appointment based on a referral.

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What do you do when the direct marketing campaign you are delivering comes up short? You might be inclined to think you should be off looking for another client, but that’s not usually the case. Here’s why.

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My dream invention would allow me to instantly know the highest price my prospect will pay for what I’m selling. Then I could decide if this prospect is worth pursuing or not. Since I don’t have that device perfected yet, I have resorted to another approach for pricing personalized marketing programs. 

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