Carew International issues sales guidance for paper, packaging and forestry teams

Carew International has released new training guidance for sales teams in paper, packaging and forestry that compete against entrenched suppliers. The resource focuses on how to build a business case, win RFQs and RFPs, and defend accounts in a market where products often look interchangeable.

Why it matters: - Buyers in paper, packaging and forestry often stay with the same supplier for years. - Sales teams face switching friction because customers see many products as interchangeable and worry about operational risk. - The guidance is aimed at helping sellers compete when price pressure and incumbent relationships dominate the buying process.

What happened: - Carew International released new sales training guidance for paper, packaging and forestry companies. - The resource targets sellers competing against entrenched incumbent suppliers. - The guidance is available as a full resource.

The details: - The guidance addresses selling containerboard, kraft and specialty papers, and corrugated and flexible packaging. - Buying decisions in the sector increasingly involve procurement, packaging engineers, plant operations and sustainability or ESG stakeholders. - Many purchases move through formal RFQ or RFP processes. - Commodity pricing pressure can pull conversations toward price when products are not clearly differentiated. - New entrants must break long-standing supplier relationships. - Incumbent suppliers face the same deliberate pressure to be displaced. - The resource covers selling value in a commodity-driven market. - The resource also covers winning business from entrenched incumbents and coaching sales teams to sustain those skills over time. - Carew International has more than 50 years of experience. - Carew International has worked with companies across packaging materials, containerboard, specialty paper and forestry products for decades. - Carew builds consultative selling skills through its Dimensions of Professional Selling program. - Carew also offers training in sales leadership, strategic account growth and prospecting. - Scott Stiver, chief sales officer at Carew International, said the best teams build a business case for every stakeholder and use a deliberate strategy to displace competition or protect incumbent positions.

Between the lines: - The release reflects a sales environment where differentiation is harder to prove and internal buying committees have more influence. - The focus on incumbent displacement signals that account-level strategy matters as much as product features. - The training guidance also suggests that sustained coaching is needed, not just one-time sales instruction.

What's next: - Carew International is positioning the guidance as a practical resource for sales leaders facing competitive displacement and commodity pricing pressure. - The company is likely to keep promoting its broader training offerings to paper, packaging and forestry customers. - Sales teams using the resource will likely apply it to RFQ and RFP situations, account defense and new-business pursuit.**