Episode 9. Gerard Baglieri from Visualize

In this episode of The Printerviews, I am joined by Gerard Baglieri, a partner at Visualize with over 35 years of experience in technology sales across global giants like Motorola, Cisco Systems, and Avaya. From his home turf in Denver, Colorado, Gerard joins the podcast to discuss his extensive background in sales execution and his upcoming session at Dscoop in March. He shares how his journey as an individual contributor, manager, and executive has shaped his approach to building effective sales journeys across various vertical markets.

Gerard explains the power of the Value Selling framework, a methodology he first adopted as a client before becoming a partner at Visualize. He highlights how this process allowed him to grow business by over 100 per cent during a three-year stint in Southeast Asia, managing eleven different geographies. This conversation bridges the gap between high-level tech sales and the print industry, using his recent work with local print shops to demonstrate that successful sales execution always aligns with the specific goals of the client.

The discussion delves into common sales team gaps, such as the struggle to reach economic buyers and the importance of speaking an executive's vernacular. Gerard provides practical advice on using AI for research, the necessity of being a proactive listener, and why print providers must shift from selling products to solving problems. He also emphasises the value of regular, purposeful communication cadences to expand existing accounts and avoid becoming unhooked by the competition.

Key Takeaways

• Sales success relies on a consistent Value Selling framework.

• Focus on solving customer problems, not just pushing products.

• Access economic buyers by speaking their specific business language.

• Listen more than you talk to uncover client needs.

• Use AI tools to research and tighten customer profiles.

• Expand relationships beyond single contacts to create account stickiness.

• Leverage real-world customer impact metrics to drive new business.

• Maintain regular, purposeful communication cadences with your existing accounts.

• Differentiate your business by highlighting your specific technological edge.

• Every sales conversation should start with a clear goal.