Packaging - Labels & Sleeves

SALT Marketing works with Label and Sleeve Printers producing prime labels with digital, flexographic, and offset capabilities. The printers supported by SALT will typically focus on larger regional accounts where there is significant work. The Label and Sleeve world is fairly competitive and we’re seeing larger printers roll up family-owned businesses in the past decade.

SALT feels the consolidation in this industry provides an opportunity for smaller printers to win deals through relationships and trust being built with key accounts.

As a dedicated hunting team, SALT understands the complexity and lengthy sales cycles involved in selling Labels and Sleeves. In order to be successful, we aim to work with the best suppliers who win when we get to the closing table. 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 - when we get you to RFQ, we need you to win.

“Thank you for all that you've done for us. It’s awesome working with you guys. We’ve landed several local accounts with over $60,000 in annual business. Additionally, we’re confident every viable target within 4 hours knows who we are. Keep up the good work!”

- President - $8M Digital/Flexo Label Printer

Client Capabilities

• Digital, Flexo, Offset, HotStamp Printing
• Various Substrate and Top-Coat Combinations
• Press Proofs and Color Matching
• Competitive Lead Times
• In-house Art Departments
• Online Portals for Proofing and Quoting
• Stocking Programs for Larger Customers

Frequently Asked Questions

We want to sell nationally, is this possible?

Probably not. Because of the regional nature of the industry (due to shipping costs, transit times, etc) we typically only work for packaging printers regionally. We also do not allow for regions to overlap to avoid conflicts of interest between our customers.

Selling labels is a competitive industry, what makes SALT different from other sales services?

The Founder of SALT Marketing worked for a regional digital/flexo printer of pressure sensitive labels and shrink sleeves for several years prior to founding SALT. We understand the competitive nature and aim to work with larger accounts in order to quickly offset the cost of our program.

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.

The SALT Marketing process begins with our team learning the capabilities of the client and defining ideal account characteristics. Most printers we represent define a “top prospect” as a business with the potential to spend more than $50,000 annually on labels; ideally with repeatable work. SALT then uses the defined parameters to build a target list of 300 to 500 prospect businesses for our client.

The SALT team will then take on the name of our client and begin to sell into each target. As we hunt to identify quoting opportunities, the SALT team works to establish relationships with decision makers over time - building up the client’s brand in their mind. SALT specializes in setting the meetings and finding quote opportunities for sales teams and business owners. We focus on getting in the door, so your team can focus on closing.

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