Sales and Technology Alignment

By Mike Philie
In May 30, 2009

Here's that alignment stuff again. Each week as I speak to printing company owners and leaders I hear of their interests in moving their business forward in many different ways. Adding digital capabilities, expanding web portals and client store fronts. Expanding their database technology offerings and introducing PURLs to their clients and transitioning to a MSP or integrated services provider. I applaud these movements as these leaders are looking to position their businesses as leaders when the economy takes a turn upward.

The catch is when I speak to the sales people who work for these leaders many if not most have no idea how to sell this, who to sell it to and how selling this is good for them. Adding these capabilities and services is not like adding another 640 to the press line up. It's a different drill and requires a different sales approach. The industry pundits have been preaching this for years now. My message is invest into advancing the skill sets and understanding of the sales force and you'll increase the ROI on all that new stuff you're buying.
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.

Leave A Comment