Dream accounts are those high potential prospects that would have a huge impact on sales and compensation. Every printing salesperson and printing company owner has at least one dream account within their local geography. It is in these accounts that there is a perfect fit and large potential for what the print provider sells.
Like anything else in business, it’s always good to take stock of what’s working and what is not. Sales prospecting is one of those areas that always needs attention. Prospecting is an activity required by salespeople to generate new leads. That means moving the most likely candidates for printing products or services from unaware suspects to hot and likely to buy prospects. Prospecting is definitely a vital skill to develop to be successful in selling.
Over the past few years, print buyers, agencies, and procurement offices have turned RFQs and RFPs into art forms. For them, the intent of well documented RFQs and RFPs is to bring structure to an often confusing and complicated process. For print providers, it can be a frustrating process.
This is good time to take stock in one’s own confidence level. Lately, we are seeing a loss of the
confidence in many printing salespeople. Previously confident printing salespeople have been
shaken by a brutal economy that has seen millions of potential print users leave the workforce
through downsizing or business closings.
To make matters worse, there are the unrelenting changes in technology, pervasiveness of digital media and stiff competition from other printers.
There is a large amount of research that confirms confident salespeople outperform those who
are less sure of themselves. Confident salespeople are more resilient to rejection, more
persuasive and believe in themselves.