The market has changed at an unprecedented rate, your customers have changed, but a lot of print sales behaviors haven’t. But with change, comes opportunity. The potential now lies in the ability and desire of the management team to refocus the direction of the sales organization, to better align with company goals and marketplace expectations.
We see this play out in many of the top organizations as they appoint senior leaders into the important positions of realigning and redirecting the sales effort. You may know them by their titles – CSO, chief sales officers, CGO, chief growth officers or even CRO chief revenue officers. And while the titles may differ, the intent remains steadfast. It’s up to the folks in these positions to move proactively and realign this critical function with the reality of today’s business landscape and opportunities.
As I look around, there are three things I see that separate the winners from everyone else as they work to change the sales dynamics. These include data driven prospecting, multi-channel sequencing, and consultative discovery practices. So, what could this look like in the real world? Here are a few examples, and by the way, you may already be doing some of these.
Read this full article on Printing Impressions, a publication of PRINTING United Alliance, ASI’s strategic partner.
