Register for the latest thINK Virtual Workshops

 

Discovering Opportunities: Building Your Business Case

November 6, 2018, 12:00pm EST

Now that you’ve tackled prospecting and understanding your target market, it’s time to discover the opportunities! How you approach your prospects is just as important as who you are approaching. Building your business case begins with uncovering the challenges of your prospects and customers, identifying their goals and needs, and clearly demonstrating the value of your solution and how it can impact their business.

 

Making the Most of Client Discussions: Putting Your Best Foot Forward

November 13, 2018, 12:00pm EST

After you’ve built your business case, capitalize on the opportunity to clearly articulate it in interactive discussions with your customers and prospects. In this virtual workshop, you will learn the three critical components to put your best foot forward: smart print samples, strategic talking points, and solutions to the most common objections. Start with building the best portfolio of print samples that show differentiating capabilities like finishing, ability to add enhancement, and a range of paper weights and types. Next, ensure you can provide your clients with ideas on how they can up the ante against the competition. Finally, ensure you are prepared to overcome common objections.

Join Karen Kimerer, Director of Keypoint Intelligence – InfoTrends, in these hands-on virtual workshops that are designed to coach sales teams on making the most of client conversations.