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Selling Strategies for Transactional Printers

Selling Strategies for Transactional Printers

Selling Strategies: Transaction Print – Episode Summary

In this deeply informative episode of The Print University, Ryan McAbee and Pat McGrew break down the highly specialized art of selling transactional print. Designed for PSPs handling bills, statements, healthcare communications, and regulated documents, this episode is essential for sales teams involved in printing industry training programs for new employees, or those delivering outsourced training for print production staff in regulated environments.

Transactional print is not driven by walk-ins or cold calls—it’s an RFP-driven process where relationships, regulatory understanding, and audit readiness determine who wins the business. Sales reps in this space must wear many hats: part technologist, part contract negotiator, and part compliance expert. Whether working with financial services, insurance, healthcare, or government clients, the ability to speak fluently about SLAs, NDAs, cybersecurity, and variable data workflows is table stakes.

The episode explores how contract lengths have shortened (from 5–8 years to 1–3 years), putting pressure on PSPs to justify ROI and deliver fast, secure, auditable results. Buyers expect not just print output, but proof of secure data handling, digital portal access, and flexible workflow integration. The ability to customize responses to RFPs—answering every detail accurately—is critical to staying on bid lists.

Selling in the transactional space is about clarity, credibility, and deep domain knowledge. There’s no room for puffery—just precision and proof that your team can deliver with security and speed.

You Will Learn:

  • Why transactional print sales are driven by RFPs and security expectations

  • What clients expect: SLA compliance, audits, cybersecurity, workflow compatibility

  • How contract lengths and pricing models have evolved

  • The importance of domain knowledge: healthcare, insurance, finance, government

  • How to craft precise RFP responses and avoid disqualification

Who This Course Is For:

Sales executives, proposal teams, compliance-driven PSPs, and account managers working in finance, healthcare, government, or other regulated industries—especially those building MIS software training for print production or selling secure communication solutions

Time to Watch:

Approx. 16 minutes