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...
Stop bidding on jobs. Start winning accounts. This is a continuation of an earlier blog on chasing accounts. I see it happen all the time: a sales rep rushes to put together a competitive bid for a new prospect, asking everyone to sharpen their pencils to squeeze out...
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...
Every year, printing companies create a sales budget. After much tweaking, negotiating, and some wishful thinking, the numbers are finalized, the goal is clear, and everyone says, “Let’s do this!” However, the simple truth is a budget is just a number. It doesn’t tell...
What once defined success for most printers was how close their operations were to the customer, how many shifts they ran, their equipment list, and the strength of their relationships with the sales team. Well, these may be good reasons for customers to stay, I’m not...
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...