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The Importance of a Good Web-to-Print Demo Site

Published on March 23, 2017

Demonstrating your web-to-print solution is critical to your sales process. Use your demonstration site to configure all the bells and whistles of your solution so you never have to say, "we support that feature but its not configured on this site."

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Discussion

By Robert Godwin on Mar 23, 2017

Good points. I usually suggest that someone be identified as the subject matter expert (SME) on W2P to help a sales person that is not able to fully demonstrate the technology. In a team sell circumstance the SME can identify the features. The sales rep, who we assume knows the client’s business, can then explain where that feature fits into their business (the value proposition). Brand, cost controls, 24 hour access from multiple office locations are but a few of the points that can be demonstrated, and then mapped to the client’s specific business.
All too often a sales person overly guards the client relationship. This ‘helicopter sales’ approach often leads to the unfortunate demonstration fails you allude to in your video.

 

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