SEARCH

This is the 12th of 12 blogs written for Canon on the subject of selling inkjet printing. In addition, we wrote for White Papers. Let’s bring this plane in for a landing. The very first line in the very first White Paper asked a question: Why aren't you selling more inkjet printing? The answer, and the Paper itself, is based on fundamentals. We told you success in print of all kinds comes down to four factors: Make a high-value, well-researched sales call; Choose the best target markets; Create a step-by-step, week by week prospecting process; Apply that process with diligence and pleasant persistency. You were given the opportunity to take a Sales Assessment test to measure your strengths in each of these areas and if you did, you are able to compare your results with others. But did you ever get an answer to the question? Do you understand what's in your way to inkjet print sales success? While we can't give a specific answer regarding you and your sales challenges, we certainly can …

"Son, I'd like you to mow the lawn today." Uttering those words to a groggy teenage boy who was just waking up, you climb into your car and drive to the office. Arriving home that night, you are disappointed to see amber waves of grain flowing back and forth in the wind, a sure sign that your instructions were not carried out. Seeking out your child, you are barraged with a long list of excuses, followed by a promise: "I'll get to it tomorrow, Dad." Like a good father, you leave a reminder in the form of a note on the refrigerator and trot off to work the next morning. Checking your Instagram account during the day, you are surprised to see photos of your son enjoying the beach. Looking down at his sneakers, a lack of grass stain tells you something you already suspected: You won't need to wait until you get home to see the lawn has once again been neglected. There is nothing wrong with your son. He does not suffer a shortage of intelligence or common sense. He is simply human and we …

It's springtime, finally. All winter long you have waited for the opportunity to plant your garden and your first thought this morning was, "Today's the day!" So, you drag a shovel in a straight line across the soil, carefully drop in seeds, replace the dirt, add some water, and voilà, you are done. Replacing the shovel in the garage, you return to the garden to look at your work. Nothing has happened and you frown. You were hoping for more. The next morning, day two, you stroll out to the garden expecting to see sprouts at bare minimum but once again you're disappointed to see the earth undisturbed. Day three, ditto. Days four, five, six… this is ridiculous, you think. The seeds must've been defective. Meanwhile, back at work, a sales meeting is called and you learn a new inkjet press has been installed. The company has brought in two sales trainers to talk applications and you listen intently. Returning to your desk, you pick up the phone and call 10 consecutive prospects, leaving …

thINK, an independent community of Canon inkjet customers, today celebrated the success of its fifth annual inkjet users conference, held September 16-18, 2019 in Boca Raton, Florida at the Waldorf Astoria Boca Raton Resort & Club. Read more:  …

In this blog series on developing a strong marketing plan for your company, we’ve most recently covered assembling a strategic marketing operations team , and the key personnel roles in modern digital marketing that you should consider filling.   Let’s now turn to perhaps an unexpected aspect of all this: not your own expectations of the people you need, but rather to their expectations.   I don’t have to tell you that printers are very time-oriented. In many cases, you’re essentially a manufacturing operation. Printers think of themselves as engineers and manufacturers of print, not necessarily as marketers. But if you want to attract strong marketing talent, there may be a need to change your work environment. To attract the best and brightest, you may need to think less like a manufacturing company and more like a Silicon Valley high-tech company.   Some background on the changing landscape of today’s employees:   In a survey by recruitment company Robert Half Management Resources, …