Alexandria, VA (November 25, 2002) – The Printing Industries of America (PIA) and Print Tec Network, Inc. (www.printtec.com) report that the Get Sales NOW! program produced by Print Tec and sponsored by PIA is exceeding expectations. Get Sales NOW! is a 90-day program that uses a combination of sales coaching and small-group conference calls to teach printing sales professionals a structured prospecting process that transforms the way they approach their day-to-day selling activity.
According to Mary L. Garnett, PIA’s Vice President of Education & Training, "We have been extremely pleased with our member feedback on this program, and we are planning additional programs to augment this content and to foster continuous learning. The Get Sales NOW! program generates not only sales momentum but motivation as well."
Print Tec starts at least one new class each month and caps the group’s size at ten to ensure a personal touch. Print Tec’s President, Bill Farquharson, says, "There is no question that 2002 has been a difficult year for the printing industry. Ask any PIA member to name their top priority and the answer comes back: sales. Printers need help growing the top line; and increased sales activity is the only proven way to achieve that goal. We are delighted but, not at all surprised, by the fact that our average Get Sales NOW! client is achieving 2-3 appointments with new clients per week.."
During the program, sales professionals identify at least ten new prospects every week. A formal process is followed for each prospect, and sales professionals report activity on a weekly basis. With coaching and guidance from the Print Tec staff, sales professionals benefit from the Print Tec staff’s average sales experience of 18 years, gaining organizational skills as well as learning how to effectively engage prospective customers, conquer time management and shorten sales cycles.
B&B Printing in Richmond VA initially enrolled two members of its sales staff in the program. By the end of the first month, the company had committed five more participants to the program and established Get Sales NOW! as a new-hire requirement. According to Steve Van Huss of B&B, "As Bill predicted would happen, when the other reps saw the extraordinary success achieved by the first two participants, they came into my office begging to sign up as well. By using a structured prospect development process, the team is in a much better position to analyze what works and what doesn’t, and learn from the experience, improving their sales skills in the process."
For more information about Get Sales NOW! visit www.printtec.com to view first-hand stories delineating how this program positively impacts printing sales or contact Bill Faquharson at (781) 934-7036 or [email protected]
or Beth Parrott at (703) 519-8137 or [email protected]