In this episode of Printing’s Alive, Warren Werbitt and Bill Farquharson dive into the intricacies of sales and marketing in the print industry. They discuss the importance of persistence in sales, the value of personal connections, and the role of LinkedIn profiles in effective marketing strategies. Bill shares insights on cold calling, solving business needs, and engaging young employees. The conversation explores modern sales trends, including leveraging AI for lead generation and communication. They also address common mistakes printers make today and the excitement surrounding the future of print. The episode wraps up with free sales tips and resources from Bill.

(0:00) Introduction, guest welcome, and Warren’s sales experience
(1:59) Bill’s advice on cold calling, marketing, and LinkedIn profiles
(5:21) Warren’s persistence and stories of unexpected outcomes
(8:34) Valuing your services and handling customer inquiries
(11:06) Follow-ups and basic courtesies in sales
(15:24) Salespeople, LinkedIn profiles, and effective marketing strategies
(20:59) Engaging young employees in marketing
(22:14) Modern marketing and sales trends
(25:18) Solving business needs, not just selling products
(27:16) Challenges and strategies in sales training and retention
(31:12) Innovative follow-up techniques and client engagement
(33:06) Revisiting old clients and maximizing existing Relationships
(37:24) Evolution of sales roles and responsibilities
(41:37) Leveraging AI in sales and marketing
(43:06) AI enhancing authenticity, efficiency, and communication
(45:02) Practical AI applications for sales lead generation and process improvement
(47:17) Importance of personal connections in sales
(48:52) Biggest mistakes printers make in selling today
(50:20) Excitement about the future of print
(51:16) Importance of samples and creative marketing ideas
(52:03) Free sales tips and resources from Bill Farquharson
(53:22) Closing thoughts and contact information for Warren and Bill

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Warren Werbitt The Print Whisperer

Warren Werbitt is a passionate print industry veteran, entrepreneur, and advocate with over 30 years of experience under his belt. Known globally as The Print Whisperer, Warren built and ran one of Canada’s most successful printing companies, scaling it to over 120 employees and $20 million in sales before pivoting to coaching and consulting.

Today, Warren helps print shop owners and industry suppliers thrive by offering honest, no-fluff advice on business strategy, marketing, sales, and operations. He’s the host of the global podcast Printing’s Alive, author of the book Printing’s Alive: A Tale of Ink, Innovation, and Industry Wisdom, and a sought-after speaker who brings authenticity, humor, and deep industry knowledge to every stage.

Warren is on a mission to inspire the next generation of printers, promote the value of print in a digital world, and show that success is possible—at any age—with passion and perseverance. When he’s not talking about print, he’s probably out fishing for musky or sharing life lessons over a good drink and a better story.