Let’s be honest, most sales meetings are viewed as a tax. You pull your team out of their normal paces, away from clients and prospects, into a room where a manager reads pipeline numbers everyone already is aware of. People leave feeling managed, and not motivated....
The market has changed at an unprecedented rate, your customers have changed, but a lot of print sales behaviors haven't. But with change, comes opportunity. The potential now lies in the ability and desire of the management team to refocus the direction of the sales...
Congratulations. You’ve run all the numbers a dozen ways and negotiated a fair price and structured the deal that works for both sides. You’ve done the heavy lifting on this deal, and the attorneys have already been looking for their fees. So, what’s missing, and why...
It’s frustrating. Your revenue is up and the production floor seems busy. Your staff is working all out and new accounts are knocking on your door. By the looks of it, the business is working well. Unfortunately, the P&L still looks the same or even worse. You...
Ask most print company owners what’s holding their business back and you’ll hear many of the same answers: equipment cost, technology gaps, difficulty winning new work and a competitive market. I almost never hear anyone say, “honestly, I think it’s the people.” But...
If you don’t have the sales you need, nothing else matters. I believe this wholeheartedly. You can have the best equipment, an excellent team, an operation that runs lights out, and you’ll still lose ground. As the CEO of the business, you’re number one responsibility...