Enterprise Labeling Solutions offer an efficient way to meet the needs of OSHA compliance for labeling of chemicals.Read more
At well over 1 million sq ft and growing, the triennial plastics showcase will have operating equipment at 400+ booths.Read more
PFFC's "On Print" columnist Dene Taylor will present educational session on packaging.Read more
The fundamentals of air entrainment, entrapment, and rheology are critical to product success.Read more
News | New Products
Company will launch enhancements to the integration with EskoArtwork at the upcoming DSCOOP X event
Metallized BOPP film is said to provide good barrier and a treated surface for printing, as well as good heat seal strength
The 8000Tdi web gauging system features a high-powered processor that capture and shares information in real time
POP 2015, targeting the entire supply chain for package printing, will feature brand owners as well as machinery suppliers and printers
Guardian chucks offer new handwheel, journal seat, and housing design
New version of the Sanilox system can be seen on company’s redesigned website
Patent-pending films developed by Pregis for inflatable cushioning applications
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.