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Print is an artifact of a business process/workflow. You should get very curious about the overall workflow so that you can provide more value than just the print. This is the path to embedding your services with a customer and increasing the areas where you can add value.
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About Jennifer Matt
Jennifer Matt is the managing editor of WhatTheyThink’s Print Software section as well as President of Web2Print Experts, Inc. a technology-independent print software consulting firm helping printers with web-to-print and print MIS solutions.
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Discussion
By Robert Godwin on Aug 30, 2017
"This means you must at least fake interest in their problems!" YIKES!
And 'artifact' is a bit too clinical for my tastes. If a sales person cannot match the client's interests and passion, they need a new job. Enough with fake news, fake interest, fake teeth,,,oh wait, I have fake teeth!