Commercial - Printing

SALT Marketing works with Commercial Printers providing document fulfillment services, marketing collateral, stationary and other high-speed printing services. We work with our clients in this industry to identify accounts that have high repeatability and at least $50,000 in outsourced print opportunities annually. In some cases, the client seeks out variable print opportunities that allow for integration into an in-house data merge system to provide variable document output and mail services - such as residential utility bills.

As a dedicated hunting team, SALT understands the complexity and lengthy sales cycles involved in selling in the Commercial Print industry. In order to be successful, we aim to work with the best printers who win when we get to the closing table. SALT is seeking clients with Operational Maturity who close the deals that we bring in. While relationships take time to develop, SALT has a proven process that involves exchanging information of value over time to build trust. Ultimately, SALT is looking to work with clients with a proven process and scalability.

“In the first year, SALT has introduced us to 23 qualified opportunities, many of which have significant print spend. SALT has solved our outbound sales problem by working as a seamless extension of our team.”

- COO - West Coast Document Fulfillment Company

Client Capabilities

• Digital Printing Capabilities
• Variable Print and Data Merge
• Mailing Services
• Client Portal, Project Management
• Piece Level Tracking
• Color Matching
• Physical and Electronic Delivery
• Design Services
• Sheeting and Inserting
• Booklet Printing

Frequently Asked Questions

We want to sell nationally, is this possible?

Due to the regional nature of the industry (due to shipping costs, transit times, etc) we typically only work on a regional basis. We also do not allow for regions to overlap to avoid conflicts of interest between our customers.

What is your experience in the print industry?

We have extensive experience in digital and flexographic print. We work with a number of Commercial printing companies. This has led to work and experience in document fulfillment, and marketing collateral print customers.

We don’t have a target list. Can SALT help us to identify ideal customers to call on?

Yes, SALT subscribes to industry leading data sources and has an internal database of 6 million contacts. We build our target lists based on industry, geography, size, and other factors determined in onboarding.

Who owns the contacts and the data as a result of the engagement?

As the client, you hire SALT for time, talent and process. We work on your behalf using your brand name to gain entry to new customers. While we track and have access to the data through the engagement, you own everything we gather on your behalf.

We have an existing internal sales team, can SALT still help us?

As we dig deeper into internal sales teams we often find they are fairly technical staff - sometimes former engineers. These teams frequently work within the existing book of business and lack the personality and process for prospecting. SALT would argue that we have the time and process to serve as the dedicated hunting team. You benefit from the specialization of tasks by keeping your technical sales staff focused on higher value activities.

Examples of Success

• Opportunities Identified
• Typical Process
• Success Story

Client Discovery

SALT hold a series of on-boarding calls to become a seamless extension of your team—to accurately represent your business.

List Building

Qualified, dedicated humans at SALT use their expertise and knowledge of world class tools to create a custom prospect list.

Account Qualification

Leads are qualified based on how good of a match they are for you.

Contact Verification

SALT finds the right people—the decision makers. We obtain contacts, email addresses, and phone numbers.

Nurturing Relationship

We nurture the contacts, building trust using your brand over time. Regardless of interest, we nurture relationships within qualified accounts.

Opportunity Identification

Hand-off takes the form of a call, face-to-face meeting or webinar. During this, we set up the QFTA - Qualified First Time Appointment.

SALT engaged with a Mid-West machine shop, to assist with business development. The client’s revenue was primarily (about 80%) driven by one industry, Oil & Gas. SALT was hired to diversify to other players within the Oil & Gas Industry and find customers in other industries. In a 2 year period, SALT generated 92 new introductions.

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