Log In | Become a Member | Contact Us


Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     M&A Trends     Production Inkjet     Installations and Placements Tracker

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."

         Email Icon Email    Reprint Icon Embed/Reprint

 

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.

 

Post a Comment

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

 

 

Recent Videos

 

Video preview: Canon Introduces the Prisma Family

Canon Introduces the Prisma Family

Published: December 10, 2018

Bob Barbera, Senior Marketing Manager for Canon USA, unveils the Prisma family of workflow and print controller solutions for digital printing.

 

Video preview: Frank Visits Lead Graffiti, a Cutting-Edge Letterpress Shop

Frank Visits Lead Graffiti, a Cutting-Edge Letterpress Shop

Published: December 7, 2018

Frank visited Lead Graffiti in Newark, Del., and met with Jill Cypher and Ray Nichols who run a letterpress printing/publishing company. Their books and posters are works of art and they teach others how to print with wood and metal.

 

Video preview: President of Heidelberg Americas Discusses New Strategies

President of Heidelberg Americas Discusses New Strategies

Published: December 6, 2018

Felix Mueller, President of Heidelberg Americas, joins Dave Zwang in Colorado and discusses new strategies for strengthening Heidelberg's position in the markets they serve, with a new emphasis on Labels and Packaging.

 

Video preview: Sandy Alexander Acquires Wide-Format Capabilities

Sandy Alexander Acquires Wide-Format Capabilities

Published: December 5, 2018

Gary Semon, Wide Plant Manager for Sandy Alexander, shares news of the company's acquisition of Designer's Press and their wide-format technology.

 

Video preview: The New Heidelberg Fire Line

The New Heidelberg Fire Line

Published: December 4, 2018

Stephan Plenz, CTO of Heidelberg, discusses his role, and the changes in technologies and service offerings.

 

Video preview: Adding Embellishment with Duplo's Spot UV Solution

Adding Embellishment with Duplo's Spot UV Solution

Published: December 3, 2018

Si Nguyen, Vice President of Sales for Duplo, shares innovative texture and embellishment effects utilizing Duplo's spot UV solution.

 

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