No to ‘Value-Added’ Plans –Farquharson/Tedesco
Imagine two printing industry sales reps, Joe and Jane, working for competing commercial print shops. Both are bidding on the same job for a new customer, which consists of printing and postpress services that need to be outsourced.
Joe’s company is run by a CFO-type who says, “We print. Our future is print. We’ve invested heavily in our pressroom, along with a few additional closely-related capabilities. We have a ‘value-added’ sales compensation plan: Sell what we do in-house and that’s it. If we have to buy it out, we ain’t gonna pay commission on that part of the job.”
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
