Why Reps Aren’t Selling Digital/Inkjet: Part One
In a previous SASS episode, Transitioning to Digital/Inkjet Printing, Cliff Hollingsworth, business development coach for AlphaGraphics (his title) and digital sales expert (our opinion), talked about what print sales reps need to do in order to sell digital/inkjet printing. A listener's shocking email to Bill Farquharson got us thinking about where the responsibility lies for teaching applications and selling skills. Is it in the hands of management? Yes, as this follow-up episode details. But, there are other culprits as well.
This episode of the Short Attention Span Sales podcast is the first of four follow-up recordings where Bill and Kelly Mallozzi reconnect with Cliff to discuss all possible resources for educating those front-line sales people who are charged with making the digital and inkjet equipment profitable. In Part One, we'll cover management's responsibility.