GMS_Sales_Training_Manual_Expanded BDS

GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

2. GMS Sales Philosophy The single most important mindset shift every GMS sales rep must internalize is this:

"Businesses do not buy printing. They buy customers, visibility, and revenue growth." Your role is not to sell ink on paper. Your role is to sell outcomes.

The Marketing Partner Mindset Every Sales Rep at GMS must position themselves as a marketing consultant — not a print salesperson. This means arriving at every conversation with a point of view about the client's business, their competitive landscape, and the marketing opportunity in front of them. Three Core Principles • Lead with ROI: Always anchor your pitch to measurable business outcomes — new customers, foot traffic, revenue, and brand recall. • Be consultative: Ask before telling. Understand the business's current marketing activity before presenting solutions. • Think long-term: GMS clients who run recurring campaigns generate the highest lifetime value. Build relationships, not transactions.

Sales Rep Standards High-performing GMS sales reps embody the following standards in every interaction:

• Professionalism: Dress, communicate, and present as a business partner — not a vendor. • Preparation: Research each prospect before the call or visit. Know their business category and likely marketing needs. • Persistence: Most deals close on the 5th to 7th touchpoint. Follow up with discipline. • Positivity: Rejection is part of the process. Maintain energy and enthusiasm across all 100 weekly calls.

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