Automation Is Cool, But It Starts with Selling Something

With great anticipation, drupa is right around the corner. It’s a long-awaited event and I’m sure it will not disappoint. Best of luck to all the exhibiters and attendees. The show will showcase the future of technology, automation and so much more. The industry depends on and thrives on new gear as a way to increase efficiencies and throughput in the factory. As you walk the floors on the vast halls though, please do not overlook that increasing your capacity will require additional client business to keep it fed.

This is a time when many existing sales teams are approaching retirement age, the sales-buyer relationship continues to change, and new salespeople are harder to come by. Whether your business is designed to run off of recurring business from fewer customers, arts and crafts projects from many clients, or somewhere in between, the need to rethink and reenergize the sales effort has never been stronger.

Social media is chock full of advice on how to grow sales, with both internal tactics and external resources available. There are almost as many selling resources available as videos on YouTube that promise to fix my golf swing. With such a wide range of expertise available, there’s no excuse for neglecting the pipeline. Securing business should receive as much attention as any other aspect of your operations.

There are so many ways to be successful in print sales today, don’t let perfect be the enemy of good when you select your path forward. But let me be clear – please do select a path forward as your business depends on it.

Chances are that the methods and processes that you used to win the customers you’ve had for 20 years probably won’t cut it today. That leaves you to use new tools and strategies in order to be successful. And by the way, whichever path you select will be hard to execute and will be uncomfortable.

Give equal footing to filling the pipeline with good sales opportunities as you do your next tech shopping spree. If you do, you’ll like your chances of success. As Men’s Warehouse says – “You’ll love the way you look.”

These are ideas for improving your business. If you have ideas or comments on the subject, please include them below. Good luck and remember, doing nothing certainly is an option, just not a great one!

Mike Philie can help validate what’s working and what may need to change in your business. Changing the trajectory of a business is difficult to do while simultaneously operating the core competencies. Mike provides strategy and insight to owners and CEOs in the Graphic Communications Industry who are not satisfied with the status quo. He provides direct and realistic advice, not being afraid to voice the unpopular opinion and help leaders navigate change through a common sense and practical approach. Learn more at www.philiegroup.com, LinkedIn or email at mphilie@philiegroup.com.