BOLGER VISION BEYOND PRINT - THE MAGAZINE - June 2017 - Volume 9, Issue 5 - Sales & Marketing Focus

Sep 23, 2026

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Printing Industries of America’s The Magazine (June 2017, Volume 9, Issue 5) presents a Sales & Marketing-focused issue covering sales performance drivers and practical guidance for growing revenue. Highlights include an article challenging price-only selling, an explanation of why sales representatives may underperform, and industry context around benchmarking through the 2017 Dynamic Ratios Survey. The publication also provides editorial and organizational information, submission contact details, and participation deadlines for members and nonmembers.

LanguageEnglish

CategoryPresentations

FormatPDF

Pages20

Reading Time7 min

AccessFree to download

Sales & Marketing

Sales Is All About Price, Right?

Why Your Reps Aren’t Selling More

Dynamic Ratios Survey

Becoming a Power Seller

BOLGER VISION BEYOND PRINT THE MAGAZINE TECHNOLOGY • SOLUTIONS • RESOURCES june 2017 | vol 9 issue 5 | $15 SALES & MARKETING 2 Sales Is All About Price, Right? 8 Why Your Reps Aren’t Selling More Printing Industries of America and Its Affiliates—Your National and Local Resource From left to right: Front Row: Paul Pyzdrowski, VP of Print Production; Ray Christo, VP of Finance; Monica Smith, Director of Customer Experience; Back Row: Adam Gertz, VP Information Technology; Erik Norman, SVP Sales & Marketing; dik Bolger, CEO THE 2017 DYNAMIC RATIOS SURVEY IS OPEN! Why should you participate in the print industry’s largest financial benchmarking effort? You’ll gain access to these great benefits! Æ 24/7 secure interactive dashboard Æ Instant performance analysis graphics Æ Reports focusing on key performance metrics Æ Customizable peer group reports Æ Trend analysis between years Final Deadline for Participation: August 31 Complete the 2017 Dynamic Ratios Survey by June 30 to receive free access to the online dashboard. All survey respondents will receive a free PDF copy of the final report. Printing Industries of America 301 Brush Creek Road Warrendale, PA 15086 Phone: 412-741-6860 Fax: 412-741-2311 [www.printing.org](www.printing.org) June 2017 | Volume 9, Issue 5 The Magazine––ISSN: 1947-4164 Editor: Joe Deemer Publisher: Julie Shaffer Printing Industries of America Staff President and CEO Michael Makin Printing Industries of America Board of Directors Chairman Curt Kreisler, Gold Star Printers First Vice Chairman Bryan T. Hall, Graphic Visual Solutions Second Vice Chairman Michael S. Wurst, Henry Wurst, Inc. Secretary Paul Cousineau, Dow Jones & Company, Inc. Treasurer John E. LeCloux, WS Packaging Group Printing Industries of America: The Magazine is published by Printing Industries of America, a member-supported, nonprofit, scientific, technical, and educational organization dedicated to the advancement of the graphic communications industries worldwide. A subscription to the magazine is included with every affiliate membership. Nonmember subscriptions are $200 per year for subscribers in the U.S. and $300 for those outside the U.S. Single copies are $15 except for the Forecast issues, which are $99 for members and $199 for nonmembers. To subscribe, order single copies, or order the Forecast, call 800-910-4283, fax 412-741-2311, or visit www.print[ing.org/store. For complete membership information](ing.org/store. For complete membership information), please email [membership@printing.org](membership@printing.org). The contents of the The Magazine are copyrighted and the property of the foundation; they are not to be quoted or reproduced without prior written consent. Mention of commercial products does not constitute endorsement. Bylined articles represent the opinions of the authors and are not necessarily those of Printing Industries of America. Send manuscripts and news for potential publication to: Kayleigh Cray, 301 Brush Creek Rd, Warrendale, PA 15086 Phone: 412-259-1747 Fax: 412-741-6860 Email: [editing@printing.org](editing@printing.org) Manuscripts may be peer reviewed. Powered by THE MAGAZINE 2 6 8 10 What’s Hot Sales Is All About Price, Ryan T. Sauers, Sauers Consulting Technology Today's Business Landscape: Five Critical Success Factors Dharminder Biharie, Xerox Corporation Solutions I Know Why Your Reps Selling More Bill Farquharson, Idealliance Think Beyond Little League: Relations and the Small Jenn Strang, Printing Industries of 12 Social Media Plan: Why It’s Jules Van Sant, Pacific Printing Industries Q&A 14 Becoming a Power Seller Leslie Groene, Groene Consulting ON THE COVER Bolger Vision Beyond Print was always known for its commitment to its customers. Now they've expanded that commitment to sustainability as well. Sales Is All About Price, Right? By Rya

FAQs

What does the issue argue about relying only on price for sales?

It states that the “all about price” idea is false and advises sellers to differentiate immediately. Sales should focus primarily on value rather than price alone.

What is the 2017 Dynamic Ratios Survey and why participate?

It is a financial benchmarking effort for the print industry that provides access to a secure interactive dashboard and performance graphics. Participation also enables peer group reports and trend analysis, with a PDF copy of the final report for respondents.

When is the deadline to complete the 2017 Dynamic Ratios Survey?

The final deadline for participation is August 31. Completing the survey by June 30 provides free access to the online dashboard.

Sep 23, 2026

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