Why Reps Aren't Selling Digital/inkjet Printing. Part One: Management's Responsibility

In a previous SASS episode, Transitioning to Digital/Inkjet Printing, Cliff Hollingsworth, Business Development Coach for AlphaGraphics (his title) and digital sales expert (our opinion), talked about what print sales reps need to do in order to sell digital/inkjet printing. A listener's email to Bill Farquharson got us thinking about where the responsibility lies for teaching applications and selling skills. Is it in the hands of management? Yes! But what about the reps themselves, what can they do? And then there's the vendors and, oh yeah, what about the industry itself?

This episode is the first of 4 follow up recordings where Bill and Kelly Mallozzi reconnect with Cliff to discuss all possible resources for educating those front-line sales people who are charged with making the digital and inkjet equipment profitable. In Part One, we'll cover management's responsibility.