Make an Impact

By Mike Philie
In March 13, 2013

As a whole, the sales effort isn’t getting the job done for your business. Yes, the reps seem to be busy with much activity but the results are disappointing to you…and to them.

The daily conversations circle around clients doing away with projects that you relied on for years, and how difficult it is to get an appointment with prospects and at times, even with existing clients. There are still too many discussions about how hard it is to get around voice mail.

The problem might be in the approach, the plan, the content and probably the perceived value that the rep and by default, your company is bringing to either a prospect or client. If they don’t think you can help, you don’t stand a chance. If you can demonstrate that you can help, are resourceful, creative, understand their business and how your print and print related services actually can impact their business then you might get an audience.

You need to move towards being more client-centric in your thoughts, recommendations and behaviors. Move off of the equipment, quality and service pitch and start having relevant discussions about the challenges your clients are facing. It could be how to reduce the down time on the labeling equipment by the way you pack your labels all the way to upping their response rates on the next appeal letter. Be the go-to resource that helps your client or prospect be more successful through the use of your services.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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