Mike Kind

Mike Kind
Management Strategies — Secrets to Solution Selling

THE MAJORITY of us have faced challenges finding good salespeople. In my darkest days, I once found myself letting my entire sales staff of seven go because not a single one was covering their draw. Fortunately, we were later able to attract, develop and retain a staff of multi-million dollar producers. The underlying difference was that we replaced “transactional” salespeople (who sold strictly on price) with “solutions” salespeople. Solution selling is a mindset, not an ability. Solution sales and solutions salespeople can be created. The essence of solution selling is helping your clients and prospects execute their strategic vision. What is a strategic vision? In its

MANAGEMENT STRATEGIES — RISING TO THE NEXT LEVEL

THE CHALLENGES a printing company owner faces today can, at times, seem daunting, overwhelming and downright discouraging. I should know; as an owner I shared those same challenges. Advances in technology have had a significant impact on our industry on many fronts. Our clients now have the ability to design many of the materials they use today, and a significant portion of these materials that used to be printed are now loaded onto Websites where they can be downloaded on-demand or are simply distributed electronically. This has led to increased competition for the work that still exists and has caused increased pricing pressures,