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Matthew Parker

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Articles

Why the TPD Principle Works for Print Sales

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By Matthew Parker
| Printing Impressions Verified
Trying to attract everyone with the same sales message doesn’t work And yet it is what so many printing companies do. They send out as many emails as possible to as many prospects as possible. There is no doubt that you have to make a lot of approaches as a sales person in order to achieve results. But they have to be effective approaches, not a one size fits all strategy which relies purely on numbers.
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Why the Average Print Sales Email Fails

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By Matthew Parker
| Printing Impressions Verified
Continue to your page in 15 seconds or skip this ad. Most sales e-mails I receive from printing companies are focused on one thing They focus on themselves. They talk about their great service and their fantastic quality. If you are particularly unlucky you may receive information about the company’s history, pictures of machinery or a lot of technical information. What’s the problem with this? Simple: it leads to price wars. If everyone sounds the same, then price becomes the differentiator.
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How Can Printing Companies Forecast the Sales Pipeline?

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By Matthew Parker
| Printing Impressions Verified
Continue to your page in 15 seconds or skip this ad. Many people tell me that sales forecasting is not possible They tell me that it is pretty much down to luck whether they have a good week or a bad week in print. However, I recommend a tool that gives a good indication of forward sales, although not down to the exact day! It’s called the sales pipeline spreadsheet This is a good way to estimate your forward day-to-day sales more accurately.
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