WhatTheyThink

Premium Commentary & Analysis

Enabling Sales with the Right Story: How To Demonstrate Your Company’s Capabilities

In part 6 of Pat McGrew's ongoing series on selling in today’s print environment, she identifies some specific print samples to use to demonstrate your company’s capabilities.

Tuesday, July 23, 2019

(See Part 1, Part 2, Part 3, Part 4, and Part 5of this series.)

At this point in the plan,you have a good idea which of your team members are eager to sell your capabilities and will welcome print samples and stories that will help them sell. Those are the team members to focus on to grow the business. You have equipment with amazing capabilities, so this is the time to show those capabilities to your existing customers to grow your wallet share of their print spend.

Printing companies come with so many capabilities; weare going to look at someprint sample options. Read through all of them over the coming installments in this series and pick the ones that work for you. Don’t be afraid to be bold as you build a print sample program to complement the sales team goals.


Continue reading your article
with a WhatTheyThink membership.

WhatTheyThink Annual Membership

Less than $4/week.

Get unlimited access to in-depth commentary and analysis covering the latest trends, emerging technologies, operational strategies, and key events across every segment of today's printing industry.

Stay informed. Stay competitive. Stay ahead.
WhatTheyThink Day Pass

$5 for 24 hours

Unlimited access to all of WhatTheyThink. Get your Day Pass

Already a member?
Sign In

About Pat McGrew

Pat is a well-known evangelist for inkjet productivity. At McGrew Group, she uses her decades technical and marketing experience to lead the industry toward optimized business processes and production workflows. She has helped companies to define their five-year plans, audited workflow processes, and developed sales team interventions and education programs. Pat is the Co-Author of 8 industry books, editor of A Guide to the Electronic Document Body of Knowledge, and a regular contributor to Inkjet Insight and WhatTheyThink.com.

Recent Articles from Pat McGrew

PRODUCT SPOTLIGHT: PlanProphet Brings AI-Powered Tools to Boost Sales and Customer Service Administration

PRODUCT SPOTLIGHT: PlanProphet Brings AI-Powered Tools to Boost Sales and Customer Service Administration

Pat McGrew takes a close look at PlanProphet’s new AI-powered Tools, designed specifically for print businesses, aiming to automate and elevate front office operations. Read More

Hiring? Learn What Gen Z Is Looking For!

Hiring? Learn What Gen Z Is Looking For!

Trying to find a path to the hearts and minds of Gen Z and following cohorts takes some work. Most importantly, it takes an assessment of your current corporate culture through the eyes of a new hire in their first professional job. Here are some things Gen Z says are important. Read More

When Printers Get Together A lot of Insights and Ahas Happen!

When Printers Get Together A lot of Insights and Ahas Happen!

Printers are often invited to join user groups, peer groups, and networking organizations. It’s a pull on time and resources, but is it worth it? In most cases, the answer is a rousing “Yes!” By sharing a table, discussing challenges, trading ideas, and learning how others solve similar challenges, printers can fast-path solutions that help grow their businesses. Read More

Print Management Information Systems' Ehsan Elahi on PrintMIS ePRO Management Software

Print Management Information Systems' Ehsan Elahi on PrintMIS ePRO Management Software

Pat McGrew talks with Ehsan Elahi, Print Management Information Systems, Ltd. UK & Europe, about PrintMIS ePRO management software. Read More

Press Release 101—Even If You Think You Know

Press Release 101—Even If You Think You Know

One of the most effective tools in your marketing box is a press release. It can lift your brand, promote your wins, lift customers, and keep you visible in your market. Sadly, a lot of companies miss the value and the opportunities. Here’s why press releases should be in your arsenal. Read More