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The sales process should extend into the implementation of print software because all humans need to be persuaded of the merits so that they can become enthusiastic about the new toolset.
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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 Sam Pulice on Mar 11, 2020
Perfect timing on this. We are in this exact spot right now. Everyone has known we are switching solutions for web portals and are now ready to switch our clients (they need a little training and selling). So our customer service needs the same as our clients.
Thanks for writing!
Sam
By Corry Casler on Mar 11, 2020
Print owners “I will tell them what to do and they will do it”. I’m laughing right along with you Jennifer because I hear this too and I just sigh.
Our most successful print MIS implementations, and consequently user adoption/company success, happen when the decision maker respects the team enough to involve them in the acquisition and on-boarding process.
Just yesterday I received a fantastic PowerPoint from a prospect with this exact process in mind. She presented it to her entire team to get buy in before they sign the agreement. So smart.
By Jennifer Matt on Mar 11, 2020
Sam - so glad this hit at the right time.
Corry - I'm glad I got a laugh out of you. My aha moment writing this article was this sentence:
We “sell” to the leadership, business owner, the person making the financial decisions. Then we stop selling to the people who actually have to change their day-to-day behavior in order to make the investment generate a return for the business.