Archives -

18
Oct

The Print Industry Education Gap

There is an educational gap in the print industry, our industry events are still centered around buying and selling equipment rather than preparing printers to compete in the internet age. How many of us have sat through presentations where the presenter goes into detail about the following stories of corporate failure? Kodak – how did …

4
Oct

Building Your Business in the Age of Google

Are you interrupting a lot of people to find the few who are in need of your products and services? Or are you working very hard to be found by the customers that are actively seeking out your services? When you ask printers how they intend to grow their business; most still say they are …

20
Sep

Is Your Print Business Available Online?

Is Your Print Business Available Online? What can your customers do online with your print business? How easy is it for your customers to do business with you? Are you asking your customers to use their precious time because your ordering process is inefficient and not available online? Are you still saying things like this? …

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 …

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