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...
In most of the printing companies I’ve known, sales energy naturally gravitates toward customer retention. And that’s understandable as these are the relationships that pay the bills, keep presses running, and builds trust over time. Sales reps and account managers...
Every printing company has those standout customers. You know the ones—they trust you, rely on you, and treat you like a true partner. They call you when the stakes are high because they believe you’ll deliver. Over time, you’ve earned that “trusted advisor” status,...
Should you focus on taking care of the customers that you currently have, or place an emphasis on winning new business and new opportunities? The answer is yes – both. But now comes the hard part, which is how to do both effectively. Solid relationships enable...