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.
The ability to gain access to decision makers is a sure sign of a top printing salesperson. Moving beyond screens is an important job requirement for all salespeople. A screen is defined as anyone who needs to be engaged before meeting the person or persons who make print buying decisions.