Archives -

30
Aug

Sell Workflows That Result in Printed Artifacts

Print is an artifact of a business process/workflow. You should get very curious about the overall workflow so that you can provide more value than just the print. This is the path to embedding your services with a customer and increasing the areas where you can add value.   Every printed piece is a part …

16
Aug

Ask More Questions, Make Fewer Assumptions, Sell More

People buy workflows; therefore sales is a discovery process that reveals the challenges in their workflows that you might be in a position to solve. You have to ask more question and make fewer assumptions.   The number one mistake made in sales is thinking you must have quick answers. What happens when you are …

9
Aug

How Well Does Your Staff Know Your Software?

We train on presses, we engage with the press vendors. We make sure operators are competent – why don’t we do the same for software solutions (especially Print MIS, production workflow, and web-to-print)? When printers buy a press, they prioritize around training for their operators. The operators engage and ask lots of questions. The printer …

2
Aug

Print Business Investments: Presses vs. Software

Successful print companies have always been re-investing in their business to remain competitors. Up until now, that investment centered around production equipment and systems. Technology in the form of software will be a primary differentiator moving forward.   For decades, it was easy to spot the growing, cutting edge print manufacturing companies. They were the …

26
Jul

Software with Print on the Side

Software is the toolset that enables you to solve the business challenges required to win the print that results from them. Your sales process is going to look like software as the main dish with print as a side dish.   In recent months, I have been involved with many sales pitches to organizations of …

19
Jul

The Intellectual Property Buried in Your Print Business

Every person in your business solves challenges every day with the tools they have at their disposal and the tools they are comfortable deploying. There is a rich set of intellectual property buried there which can be retrieved by listening and understanding how humans look for ways to build trusted systems. One of my favorite …

12
Jul

Avoid Common and Costly Traps of Print Software Evaluation

Evaluating software is not a math problem, please don’t count the number of features and award the deal to the highest score. Print software must solve your challenges, in the order of importance to your business. Have you ever looked for a piece of print software, found one and said, “this does everything we need.” …

28
Jun

Understanding Order Entry from Your Customer’s Perspective

Too many online order entry tools are discounted because the printer fails to see the value from their customer’s perspective. Don’t let your competitors use your customer experience to replace you. One of the biggest barriers to the implementation and adoption of order entry tools (web-to-print) in the print industry is our inability to understand …

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