PIA/GATF Converge Conference — 10 Ways to Become an MSP

Some very successful companies that have already taken the name game seriously are Knapp Printing, now K/P Corp.; Great Lakes Lithography, now Great Lakes Integrated; and Royal Impressions, now RI Communications. It may not be a bad idea to copy some of the profit leaders.

2| Listening and not selling. Most salespeople have been trained to sell what their company can do best, which, in the past, meant putting ink on paper. But now, customers need and want more services. If a sales rep sets up a series of questions that probe into a company’s pain points, a sound understanding what a potential or existing client actually needs generally surfaces. A compassionate understanding of those challenges, coupled with a solution-oriented sales approach, quite often wins new work.