Stay on top of changes in technology – and the industry – with a monthly series focused
on trending topics. Industry data and marketing ideas included.
Selling today’s new digital communications requires a whole new vision and strategy.
To help your sales force create strategies around selling these services and drive your revenue, Ricoh has developed a new Sales Curriculum. This curriculum was designed to empower your staff, impart knowledge and get them out and selling. For more insight into these courses, read our latest Ricoh Insiders post from John Fulena, Director of Professional Services and Solutions Marketing — a key creator and proponent of the new curriculum.
An excerpt and link to the full post are provided below:
“Over the past two decades the printing industry has undergone a seismic operational transformation. Craft-based, mechanical processes have been disrupted and replaced with more automated digital processes. Firms have become masters at operational efficiency and are expanding into new ancillary services that complement print. While great progress has been made in improving operations, sales practices are stuck in the past. Harnessing today’s new communications opportunities and securing future longevity requires print service providers to update outdated sales processes and methods. Ricoh recognizes this is not an easy endeavor and is taking action to support our customers’ success. We’ve developed a series of real-world sales training courses to help steer customers’ sales success in the new digital world.
Additional Sell Services Resources
One-to-One: Meeting Consumer Expectations and Delivering Marketing Results
Each year a marketer’s job gets more complex and 2013 promises to be no exception. With the widespread adoption of mobile, social, and online media solutions that enable consumers and users to be connected at all times, marketers have new channels that must be considered. In addition, today’s consumers have come to expect personalized experiences. Relevant communications drive response rates to marketing offers and communications requiring an action. Organizations of all types need assistance with data-driven personalized print programs, and this creates an opportunity for print service providers that offer digital printing.
Insight Selling: The New Game in Town
Over the past several years, organizations have worked to transform transactional business models into solutions selling models, where they work to discover a customer’s needs and sell them a solution that combined printed products and some combination of “services.” Today, a new selling model has emerged based on converting market insights into customer-focused strategies and tactics that solve real world business problems.
How to Leverage Finishing Solutions for Growth
Some of the most important advantages of a digital print workflow are occasionally overlooked and understated. Attention-grabbers like economic short runs, quick turnaround, and the ability to personalize documents often overshadow the critical, value-enhancing events that take place post-printing. Finishing, for example, is often overlooked, yet it can add significant value to printed documents and it ultimately transforms a printed piece into the final product. Automating and optimizing finishing workflows can also improve a service provider’s bottom line. Finishing capabilities are a big part of what makes digital print attractive in theory as well as practice to many markets.