MERCURY PRINT PRODUCTIONS -- A Digital Thrust

Leveraging the abilities of both types of sales approaches is the right strategy for overall success, Place adds. At Mercury, this philosophy has led to some interesting collaborative selling arrangements.

"If a maintainer and door opener are willing to work closely together, they can start sharing the wealth," the company president notes. "If a lead salesperson goes out and opens up a new door, a maintainer might take over the account and still share a small part of the commission with the innovator on future jobs. In that way, the innovator doesn't get tied down with an account and is free to go out and open more doors."