A Digital Sales Plan to Overcome Hate

Earlier this month I blogged about how sales people HATE selling digital and VDP. Fifty percent of the comments (OK, so there were only four total, but still...) called for a solution to this malady and more information. OK, Ricky, I’ll ’splain….

Again, the problem is that digital/VDP is wrought with issues and challenges that prove to be too much for the average commercial print sales person. It is a complicated, long sale that moves the rep out of his/her comfort zone, and pays less than the traditional sale. Traditional reps like it quicker and easier and don’t fancy having to sell to people who speak in technical terms. And yet the equipment manufacturers want their monthly invoices paid and don’t much care about the “don’t wanna” sales mantra. There are two solutions.