The sales department is humming. Reps coming in and out of the office, phones are ringing, emails are chiming, and the estimating department is backed up with many quotes to do – but the question I’ve got to ask is: are they busy with transactions and jobs, or are...
What will you stop doing this year? I don’t mean having that extra scoop of ice cream on a Wednesday night, I’m talking about the things you need to stop doing so that you’ll have time to do the things that are most important to you and your business. These are the...
“Structural change rewrites the rules. And structural change redefines our industry.” That statement was oh so relevant in the 2007 NAPL State of the Industry report. Nearly two decades later, that statement hasn’t aged – it’s matured. The opportunity...
It’s easy to get caught up in the mindset of being a train conductor. Your daily objectives are to keep the engines gassed up, and the schedules tight. With additional goals of keeping the day-to-day operations gliding along without going off the rails, especially in...
If there’s one universal truth in leadership, especially in the print industry it’s this: it’s awfully hard to lead others when you’re still trying to lead yourself. You can have the title, the corner office, the decades of experience, and the reputation for “knowing...
The world of sales has changed, and not just because of technology. The change runs deeper than new tools or platforms. It’s about how we connect, how we add value, and how we build trust. The strongest salespeople today aren’t the loudest, the busiest, or the most...