Archive for 'Strategic Solution Sales' Category

What does an online PODi course look like?

Last updated: Thursday, May 19, 2016

by Greg Cholmondeley, Workflow Practice Director, PODi and Caslon & Company If you’ve never attended a PODi Institute course, you probably have no idea what they are like. They consist of presentations, interactive discussions, homework assignments, and interactive coaching on work students have turned in. Oh, and the topics are valuable and interesting as well. [...]

The Five Killer Mistakes Made Selling to Healthcare Prospects

Last updated: Thursday, May 5, 2016

by Greg Cholmondeley, Workflow Practice Director, PODi and Caslon & Company Change and competition drive opportunities and everyone knows how much the healthcare and health insurance markets are changing. They are going through a period of consumerization and becoming more retail/consumer-focused like other industries. Many large and small print and marketing services providers see this [...]

Let me tell you a story…

Last updated: Tuesday, January 12, 2016

by Greg Cholmondeley, Workflow Practice Director, PODi and Caslon & Company “Let me tell you a story…” Somehow, we usually lean in and listen a little more eagerly when we hear that phrase. I suppose it’s just human nature, but the promise of a good story captures our attention and, if told well, emotionally connects [...]

Are Your Customers Really as Happy as You Think?

Last updated: Thursday, October 22, 2015

by Greg Cholmondeley, Workflow Practice Director, PODi and Caslon & Company Ask any print or marketing services provider about their customer service and you can be sure they’ll tell you that it’s great … but is it really? Did you know that over 80% of all organizations believe they are delivering superior customer service but [...]

Do you have what it takes to become a Marketing Serices Provider?

Last updated: Thursday, October 8, 2015

by Greg Cholmondeley, Workflow Practice Director, PODi and Caslon & Company Many commercial printers have tried their hands at augmenting their businesses with marketing services with varying degrees of success. So what distinguishes the ones which succeed from the rest and what can companies do, early on, to set them on the path to succeed? [...]

Getting Print & Marketing Services Sales Reps to Fly High

Last updated: Thursday, September 10, 2015

by Greg Cholmondeley, Workflow Practice Director, PODi and Caslon & Company I recently had a conversation with Paul McGhee, Co-founder and CEO of SharperAx, who shared some thought-provoking insights with me about selling in the print and marketing services market. He shared a factoid from a Forrester report claiming that 89% of people who buy [...]

Top Mistakes Made by Companies Selling Print to Not-for-profits

Last updated: Thursday, August 13, 2015

by Greg Cholmondeley, Workflow Practice Director, PODi and Caslon & Company Not-for-profits represent a huge market segment with 1.5 million non-profit organizations representing $1.6 trillion in the U.S. alone. Ted Raymond, Principal at Allegra Marketing and Print, is an expert at selling to this market with considerable success. When I asked him what he sees [...]

Innovative Training Opportunities for Service Providers

Last updated: Thursday, May 21, 2015

At the PODi AppForum last week, Rab Govil, President of PODi, announced a line-up of in-depth courses designed to help print and marketing service providers grow their business. “This new interactive training program was born out of a sense of frustration that people come and learn all this great content at AppForum, but they aren’t [...]

Inside the Brains of Solutions Buyers

Last updated: Thursday, April 23, 2015

by Greg Cholmondeley, Workflow Practice Director, PODi and Caslon & Company No, we aren’t zombies … but who wouldn’t like to know what our prospects are thinking when they’re taking our calls or sitting across the table? The final speakers and contents are rolling in for AppForum and the session titled “Inside the Minds of [...]

Digital Lizard: An Example of Explosive Growth in the Print Industry

Last updated: Tuesday, April 7, 2015

by Greg Cholmondeley, Workflow Practice Director, PODi and Caslon & Company Sometimes it seems as if everything is doom and gloom in the printing industry with ongoing reports of plant closures, shrinking margins, and dwindling print volumes. But then I get a chance to chat with someone like Bill Wieners, President of Digital Lizard about [...]