JOE DUNCAN Q&A — Outside Looking In

PI: Since you also have a graphic arts sales background, what new skills do today’s print salespeople need to be successful?

DUNCAN: The biggest change for a print salesperson today is that they are probably most successful when they do not sell print! The ability to understand a client’s business, ask questions and listen—and then create a value proposition that addresses real problems faced by the customer—is still the best method to create strategic relationships that revolve around print. But focus on the ease of how it may be created, used, managed or measured.