Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     Printing Forecast 2018     Production Inkjet     Installations and Placements Tracker

Winning the Big Deal with Little Decisions

Published on July 10, 2014

Jennifer Matt discusses how to approach winning a big print sale by asking your customers to make a series of little decisions. Big decisions send your sales process up the food chain, cause delays, and often result in pricing concessions. Taking the path of a lot of small decisions can get you to the same place with less resistance.

Email Icon Email         

 

Discussion

By Chuck Werninger on Jul 11, 2014

Another great article, Jennifer, thank you!

I totally agree and will add another thought. Sometimes, when you go for the "big sale", you've invested a year in the process and are more likely to run into "professional buyers" or "procurement professionals" who have their own preferred vendors who can out-print or at least out-sell most of us local or regional printers. In other words, you're inviting the biggest competitors to bid against you and are even less likely to get the sale.

Also, since most printers are unable to produce all that work from day one, closing the "big sale" might be the worst thing to happen. Imagine closing the deal, buying a bunch of equipment and hiring a bunch of people...then getting fired after the first 90 days!

Baby steps are the key to success because the tortoise beats the hare every time they race. We all know the #1 reason businesses fail is because they lack the resources to survive their first year but few remember the #2 reason is growing too quickly. Growing your business 10% every year is far better than doubling it in any year.

 

By Jennifer Matt on Jul 11, 2014

Chuck - thank you.

My favorite business quote:

David Packard" “More organizations die of indigestion than starvation”

Sell with the big deal in mind but go after what's right in front of you, execute, continue to engage and get to know the customer better - embed yourself deeper into their organization.

There is no HUGE WIN celebration because you win the HUGE DEAL one little deal at a time.

Jen

 

Post a Comment

To post a comment Log In or Become a Member, doing so is simple and free

 

 

Recent Videos

 

Video preview: Wade Neff Offers an Inkjet Reality Check

Wade Neff Offers an Inkjet Reality Check

Published: May 21, 2018

At the InPrint Industrial Inkjet Conference, Wade Neff, Strategic Business Unity Manager for Strategic Factory, discusses how inkjet printing is not the solution for every application, and that print service providers need to understand, and be able to communicate to customers, both the advantages and limitations of inkjet technology.

 

Video preview: EFI's New H Series Set to Launch This Summer

EFI's New H Series Set to Launch This Summer

Published: May 21, 2018

Ken Hanulec, Vice President of Marketing, Inkjet Solutions for EFI, talks about the company's new H Series at FESPA 2018 in Berlin. This new hybrid printer, targeted at the mid-range market, is capable of printing on both rigid and flexible substrates.

 

Video preview: HP PageWide Technology Changes the Food Packaging Industry

HP PageWide Technology Changes the Food Packaging Industry

Published: May 18, 2018

This week at FESPA 2018, HP launched two new PageWide presses for ultra-high-volume digital corrugated printing. David Murphy, Worldwide Director of Marketing & Business Development–HP PageWide Industrial Division, describes the Digital Corrugated Experience at FESPA 2018. and how HP's PageWide technology has versatility and adaptability for uses in consumer, electronics, and food and beverage packaging.

 

Video preview: Massivit Launches New Entry-Level 3DPrinter

Massivit Launches New Entry-Level 3DPrinter

Published: May 17, 2018

Kevin M. Sykes, North American President of Massivit 3D, talks about the new Massivit 1500 "Exploration" 3D printer, which allows users to pursue 3D printing at a lower price point than the company's flagship product. Sykes also discusses the opportunities to be had in 3D printing.

 

Video preview: FESPA Berlin 2018 Focuses on Education

FESPA Berlin 2018 Focuses on Education

Published: May 17, 2018

Roz Guarnori, Exhibition Director for FESPA, talks about what visitors will find at this year's FESPA Berlin, from a show floor packed with the latest technologies to educational programs for textiles and corrugated.

 

Video preview: EFI Launches New Hybrid Printer Series at FESPA Berlin

EFI Launches New Hybrid Printer Series at FESPA Berlin

Published: May 16, 2018

Frank Mallozzi, Chief Revenue Officer for EFI, talks about the new hybrid VUTEk printer series the company is launching this week at FESPA in Berlin: the h Series, EFI's new mid-range line, which boasts faster speed, higher image quality, and lower operating costs. The company is also demonstrating its textile-based "mini factory."

 

View More Videos

 





Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2018 WhatTheyThink. All Rights Reserved