With the advancement of digital printing, W2P and the gradual acceptance of cross media printing solutions, many printing salespeople have a lot of new products and services to offer their customers. There is a great deal to learn and a much to do.

The key question is “are printing salespeople and their management up to the task?”  During our sales and marketing consulting engagements with graphic communications organizations, we find many are.

Here is the challenge. Large customers have continued to reduce expenses and in particular marketing budgets. Many small and mid-size customers have suffered the most. They have been especially hammered by uncertainty and a slow recovery. It is tough enough to sell printing in a good economy; it is really rough to sell in a bad one where there are lots of less expensive digital and social media choices