Ellis Paperbox added Eagle Systems' cold foil unit to a new Komori press, pleasing customers looking for shine at an affordable price.Read more
Fluid preparation and delivery may be ancillary to the coating process, but they are critical to the coating outcome.Read more
PFFC's "Static Beat" columnist Kelly Robinson is part of expanded "Ask the Experts" program. Kelly and "Coating Matters" columnist Mark Miller present at CEMA …Read more
News | New Products
StayClean packaging recognized by World Packaging Org.
Company says line now offers reduced temperature and pressure, a simplified process, and improved quality
Films feature a protective layer said to offer good resistance and feature a paper-like matte finish
Company acquires Canadian supplier of corrugated displays, as well as Tencorr Packaging, a Canadian corrugated sheet manufacturer
Conference, held in Sweden, reportedly offered a forum for shared perspectives on narrow web trends, challenges, and opportunities
MilCorr FR VpCI shrink film is said to provide universal protection to parts when used as packaging
Technology allows large format mailers to send 6x9 in. outgoing envelopes that convert into smaller envelopes for return mailing
Directories | Reports
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- July 17, 2013
Do you remember the definition of insanity? Doing the same thing over and over again expecting different results. Well, consider how much the internet, smart technologies and social media has changed the way customers receive information and connect with vendors and other customers and then think about how little our sales philosophy has changed. Perhaps an overhaul of sales incentives and structure might bring some sanity into the picture?
Traditionally, customers received product and brand information through various communication methods (print, mail, etc.) and then contacted the company to have a field or frontline salesperson work with them throughout the sales cycle. Often there is an inside sales support or customer service person to assist with the quote, place the order and help fulfill the delivery of the product/service.
Yet in considering how significant of a change the Internet and smartphone technology has made on the customer’s end of the sales process, can you say that your sales approach has evolved much to map to that change? Customers now have online access to specifications, reviews and even video (for both your products and your competitors) at their fingertips. They no longer need sales people to “sell” to them, but rather connect with them and remove obstacles to help them “buy”.
Most companies have done very little to evolve their sales structure or incentive programs and yet the game has changed significantly. There needs to be an overhaul of the process with a new mindset that makes your customer feel connected to many individuals within your organization and empower your entire team to move the customer along in the sales cycle. An obvious start to this change is to implement an integrated contact management system and to open communications between departments.
To keep tossing out leads and hammering on sales people to continue to grow sales without providing them an army of helpers would be a little crazy. Bring sanity to the picture and take a look at “Best Practices” for organizations similar to yours that are seeing success in their sales approach and start implementing changes that make sense.