The Selling Play: How to Win Customers that Need Digital – Even if They Don’t Know It Yet

Most customers already need digital. They just are not asking for it directly, and that is where opportunities stall. 

Brands are under pressure to reduce inventory risk, shorten development cycles, personalize at scale, and respond faster to shifting demand. Yet digital production is still mispositioned or avoided because of outdated assumptions around cost, quality, scalability, and complexity. 

The issue is not demand. It is the conversation. 

Winning with digital requires reframing it from a print method to a business solution. This session breaks down how leading operators position digital around speed to market, SKU fragmentation, labor volatility, markdown exposure, and test-before-scale strategies. Instead of debating myths, top performers lead with use cases, timing advantages, and complementary integration with existing production.  

This is the shift from “Why digital?” to “How soon can we start?” 

What You’ll Gain: 
A proven sales framework for repositioning digital as a strategic growth lever, shortening sales cycles, increasing deal size, and winning customers before competitors reshape the narrative.