Snapshot: Your Next Sales Meeting

By Mike Philie
In May 30, 2013

Good Morning!
I had a few thoughts about your sales meeting today that I thought I’d share. It would be important to put all that you discuss today into one or more of these three buckets: conversion, account penetration and retention and de-commoditization.
  1. Conversion – making current non-buyers into buyers. Converting prospects into clients. Cashing checks…you get the message.
  2. Account Penetration & Retention – how can you get additional business from existing clients as well as secure the business relationship.
  3. De-Commoditization – this pertains to print in general and your services more specifically. Adding integrated platforms such as augmented realty, cross media marketing, etc. are examples of adding additional value to a printed piece. Providing online e-services is another example of staying relevant to your client. Adding value and staying relevant are two keys to de-commoditization. Remember, how long would it take that client to replace you and your services if you were not around?

So, you’ve got some great discussion points for today’s session. The purpose of this message was to remind you to “connect” these points to the relative and meaningful tasks that we ask the reps to accomplish everyday.

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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