Vertical Market Selling—Avoiding the Commodity Trap

Type: Training
Date: 06/27/12 1:00 PM CT - 06/27/12 2:00 PM CT
Web site:

Sponsored by Xerox Corp.

Most print providers have the basis of a great vertical market selling program. The challenge is to identify those high value customers, applications and messages that will drive salespeople to more sales and success. Great salespeople have learned that by knowing critical customer business issues within vertical markets they will be more productive and successful. The payoff is less time to learn and more sales. Joe Rickard will share the key steps and current best sales techniques in gaining more business through vertical market selling.

What He Will Share:

  • Fast growing vertical markets for print providers
  • Examples of high-value vertical market applications
  • The 4 key steps in building a vertical market selling strategy
  • The biggest challenge when selling into vertical markets that every salesperson faces
  • How to get started


Presenter: Joe Rickard is a training leader and consultant dedicated to the Graphic Communications Industry. He works with printing and technology organizations to improve their sales and operational effectiveness. Joe founded Intellective Solutions LLC to serve the fast growing digital printing market. Intellective Solutions Inc. is a provider of consulting and training material and services.

Joe is a leading industry advocate of digital printing. He an outstanding motivator and speaks frequently at industry and corporate events including On Demand, Graph Expo and PODI. Joe writes a popular column, Sales Clinic, for the Printing News and He is the author of Value-Based Pricing for The New Business of Printing®. His company, Intellective Solutions develops customized training and consults for leading print provider organizations worldwide.