Bill Gillespie has been in the print industry for 44 years and has written more than $100 million in business. He loves the industry - and sharing ideas with fellow printers. Bill isn't just a print salesperson and sales manager; he's a sales motivator. In this interview, Bill shares his views on the current state of sales and why now is as good a time as any to find opportunities.

Bill points out that economic downturns tend to expose the health of PSP/client relationships- - for better or worse -- because customers aren't comfortable and seek options to maximize the value of their vendors. At the same time, PSPs that creatively get in front of prospects (using video, social media and other tools) and impress them can gain new business today.

"The playing field has been leveled by what's going on, and that creates opportunity," Bill says, adding that today's sales reps have more tools available at their disposal than ever before to earn attention from prospects.

Bill also professes the importance of being genuine, open and empathetic to a buyer's needs -- traits that have worked in sales for decades. "I think a 'regular' person is a lot more likeable than an artificial person they become because they think it's the right way to sell stuff."

For more information and the full video replay of this episode visit dscoop.com