Printed communication is always part of a larger business process. If you print for retail stores, the print is part of their retail marketing business process. If you print enrollment packages for the healthcare industry, the print is part of their enrollment business process. If you print labels for a brewery, the print is a critical part of their supply chain.

Successful print sales people engage with their customers to understand the business process that surrounds the print because that gives the printer the opportunity to work more strategically with their customers.

What if you have a print sales team that can only talk about print? This is a challenge faced by almost every printer we engage with. The customer’s expectations have outrun the current print sales team’s skill set. The customer wants solutions to their data challenges, their fulfillment challenges, the ability to track effectiveness of their printed communication, and their ability to accurately track waste and obsolescence. Basically the customer wants you to solve multiple challenges before and after the print.