After a long pause, customers are beginning to go back to their offices and resume the business at hand. Not all customers, but many. The rate and pace of re-entry is influenced by what part of the country and which market segments your customers are in. It would be...
It's important to differentiate your strategy between existing customers and prospects. In one case you are looking for both retention and growth, in the other you are asking them to change their buying habits. The role of the sales leader is to be available to learn,...
It’s important to differentiate your strategy between existing customers and prospects. In one case you are looking for both retention and growth, in the other you are asking them to change their buying habits. The role of the sales leader is to be available to learn,...
The printing industry is fueled by innovation. You see it every day, all around you. And while this is not a new trend, the pace of innovation seems to have accelerated. But what does innovation really encompass? The new products coming out of the digital, inkjet and...
As a business leader, you are faced with making the choice between working in the business and working on the business. Finding the time to take your ideas, your aspirations, and turning them into results can be a challenge. Creating a focused action plan is one of...
Learning from your customers can lead to better account retention and new business opportunities. The first thing to learn from your customers is why they selected you in the first place. They had many choices, including the option to stay with the incumbent supplier....