Tackle Adversity Through Lessons Learned

This blog originally published in Printing Impressions   No one signs up for adversity. No one signs up for having to deal with a global pandemic. No one knows for sure how long and to what degree business, and life, will be effected. And these conditions no doubt are unpredictable at best. But you know […]

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Your Customer Value – is it a Strategic Asset, and is it Really Important?

This blog originally published in Printing Impressions   The key attributes that determine your customer value go well beyond measuring their annual sales. Areas that I believe lead to enhanced customer value include (in no particular order) profitability; loyalty; number of transactions; and the costs to support those transactions, growth, vertical market, significance (them to […]

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Top-Performing Companies Connect the Dots for Customer Success

This blog originally published in Printing Impressions.   Characteristics of top-performing companies cover a broad range of areas. While very few are exactly like, it been my experience that they do share many similar themes. These characteristics are woven into the fabric of who they are and how they operate. They are not from a textbook, […]

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Validate Your Seat at the Table

This blog originally published in Printing Impressions.   You probably have varying levels of relationships with your customer base. I’m not referencing whether or not you have become friends with your customer, but rather, what level of business relationship have you earned? There are three progressive tiers that I like to look at. And while […]

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Why You Should Manage Your Accounts and Sales Efforts Like a Business

This blog originally published in Printing Impressions.   How’s your business? What are some of the key indicators you look at to gauge whether you’re on the right track or not? This subject came up when I was thinking of a cousin of mine that operates a small restaurant. It’s a small-town local eatery, the […]

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