Kelly Mallozzi: How to Sell More By Being Human

Kelly has sold print and digital as well as the equipment itself. She understands the challenges salespeople face and creates content, writes a blog, and mentors salespeople through coaching. Kelly is also the co-author of the book titled Who's Making Money at Digital/Inkjet Printing...and How?

For years, Kelly says, print sales were largely transactional exchanges. "When I got started selling, it was, 'These are the kinds of printed things I do. Do you buy those things? Can we talk about it?' and that actually worked... The audience doesn't really have an appetite for that anymore."

Kelly discusses why consultative, exploratory problem-solving requires more than just good ideas; it requires genuineness and empathy -- the ability to shift the point of view to the client or prospect instead of yourself or your company's products and services.

This interview of "Unvarnished" is a telling, honest, refreshing and sometime funny interview with an expert sales mind and sales motivator.