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In my last two posts, I’ve talked about hunters and farmers. Today I want to talk about missionaries. My dictionary provides several definitions of the word missionary, one of which is: somebody who tries to persuade others to accept or join something. I think there’s a pretty significant need/opportunity right now for missionaries who can sell innovative applications of a printing company’s capabilities and technologies.

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The hunter/farmer analogy for printing salespeople is not as clean as I would like it to be, because it’s based on the idea that hunters kill a...

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