Archive for 'Strategic Solution Sales' Category

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 [...]

Getting to Sales Ready – For You and Your Customer

Last updated: Thursday, March 26, 2015

In a recent PODi coaching session, Joe Manos, EVP of MindFireInc, shared that a large percentage of PSP’s don’t have an active lead generation program in place and the biggest reason given for this is that they don’t have the time. These same organizations often don’t have an ongoing self-promotion program. “As much as we [...]

How to sell & implement campaigns in 4 vertical markets

Last updated: Thursday, February 5, 2015

AppForum has 4 exciting new tracks in the 2015 agenda focusing on how to sell and implement marketing campaigns for the Higher Education, Not-for-Profit, Hospitality and Retail vertical industries. By the end of each track, you will have a plan on what you need to do to develop a market strategy, a sales strategy along [...]

Improve Your Sales Results in Higher Education

Last updated: Thursday, November 20, 2014

PODi members can get access and increase close rates in the high potential market of higher education by learning from industry expert Kim Gross. As Director of Sales and Marketing for Pacesetter Enterprises, Kim has sold and developed programs for many universities like Rosemont College, Saint Francis University and University of New Hampshire. Brent Rudin, [...]

Applying a Solution Mentality Where You’d Least Expect It

Last updated: Friday, November 7, 2014

It is really, really easy to fall into the trap of building and selling “things.” These things could be software programs, printers, binders, business cards, brochures, or even conferences. It seems to be human nature to start by seeing what you can build and to then try to sell (which I translate to mean justify) [...]

Bridging the Gap Between Commodity Sales and Solution Sales

Last updated: Thursday, October 9, 2014

There has been much discussion on how to bridge the gap between selling commodity items, such as print, to selling solutions such as online collateral management programs or 12-month long cross-channel marketing campaigns.  Once you have the initial needs analysis meeting and sit down to put your solutions presentation together, you realize that there might [...]

Conducting a Needs Analysis

Last updated: Thursday, September 25, 2014

Effective selling requires an understanding of your customer’s marketing requirements and what benefits, both tangible and intangible, a new solution will achieve. The foundation for a great Needs Analysis is a great set of questions. Here’s the rule: Ask questions that make the buyer think and respond in terms of his/her own interests, and simultaneously [...]

How to Make Your First Meeting a Success

Last updated: Thursday, September 11, 2014

You made your cold calls and you left countless voicemails. Perhaps a few people even hung up on you.  The good news is that you finally got your first appointment with a prospect! Now it’s time to make that initial meeting count and move them forward in the sales process.  For most sales reps, this [...]

The Art of the Cold Call

Last updated: Tuesday, August 26, 2014

We’ve all been there before.  A sales rep calls and gets through our gatekeeper and we secretly grumble. We grumble because we know we’re going to hear an elevator pitch on why their product or service is so great and why we need it.  Before we can even identify if what they are offering makes [...]

Making the Case for Fundraising Investment

Last updated: Wednesday, August 13, 2014

I recently read an article in Fundraising Success, in which the author, Pamela Barden, gave suggestions on how fundraisers could more effectively present information to convince a nonprofit board or leadership team that investing in fundraising is essential for an organization’s future. It struck me as I read the article that her ideas can equally [...]