What are your thoughts on Mark’s notes today? How will you establish “peer to peer” relationships? Feel free to make any comments about this weeks newsletter.
I think this idea “looks good on paper”, but in order to be a credible C-level resource, today’s print sales people are going to need to invest in their own credibility, education, and capability. While business is slow, now would be a good time to take a course, get a certification, and even try to insert yourself into a “solution” conversation by tagging along with a friend or trusted colleague who works for another company. You may not have much to add to the discussion, but in all likelihood, you will get valuable exposure to these sorts of conversations.
One thing I think that is a trait common to all good solutions sales professionals, is that they are extremely good listeners, and have the ability to draw the information they need out of a would-be client. Very few of the print sales people I have worked with are really good listeners.
I think the point here is that building credibility takes time and effort, and exposure to more complex sales cycles. Print sales professionals need to be “hyper-proactive” in order to shed the image of being a “printing order taker”, and they need to take responsibility to develop themselves for today and the future.
March 23rd, 2009 at 8:27 AM
I think this idea “looks good on paper”, but in order to be a credible C-level resource, today’s print sales people are going to need to invest in their own credibility, education, and capability. While business is slow, now would be a good time to take a course, get a certification, and even try to insert yourself into a “solution” conversation by tagging along with a friend or trusted colleague who works for another company. You may not have much to add to the discussion, but in all likelihood, you will get valuable exposure to these sorts of conversations.
One thing I think that is a trait common to all good solutions sales professionals, is that they are extremely good listeners, and have the ability to draw the information they need out of a would-be client. Very few of the print sales people I have worked with are really good listeners.
I think the point here is that building credibility takes time and effort, and exposure to more complex sales cycles. Print sales professionals need to be “hyper-proactive” in order to shed the image of being a “printing order taker”, and they need to take responsibility to develop themselves for today and the future.