Sales, sales, sales. As the economy begins to take off, you are doing all you can to win your share of the business. How is that going? Granted, business in your region may not be at 100% yet. And as time goes by, there may be parts of the business that never fully re-emerge. But […]
I encourage you to re-visit Your Sales Team, Today and Tomorrow and Re-Think Your Sales Approach, Part Two. These two posts were based on a premise that the markets have changed and your customers have changed — can you say the same about your sales efforts? These were written pre-pandemic. You could certainly identify many […]
Everyone wants to capitalize in the market rebound and participate in the economic recovery, right? Time and attendance will not, by themselves, ensure full involvement with these improving business conditions. And while the glimpses of better times can serve as a healing lotion for those who have endured difficult times, there is still some heavy […]
How many of your top 15 accounts are from customers you brought on board within the last 18 months? It’s understood that many of your customers will be just fine post COVID-19. It’s also understood that a select group will struggle to find their way back to their pre-COVID-19 ways. Finally, and unfortunately, you’ll have […]
Most management meetings include a recital of the latest Key Performance Indicators (KPIs) for the business. As they are read out loud, some take notes and others nod their heads. A few questions are asked and once complete, the meeting proceeds to the next agenda item. Wait, what just happened? If you run a company […]
Things have changed this last year for many of your customers. How and where people work, how they shop and learn, and what they do for fun and recreation. It’s important to have a grasp on how those changes will impact your client base and how you effectively communicate with them. Consider more than the […]
The print market recovery has begun to show signs of life. Not everyone was affected equally early on, and the rebound has shown to be inconsistent throughout the regions. We hear of many firms looking forward to getting back to normal — that may take some time still, but we remain cautiously optimistic. Many […]
Getting noticed in the marketplace has always been a challenge, even more so lately. There are competing communication channels and everyone is trying to stand out from the crowd. Positioning your company for success can begin by identifying and leveraging your strengths. The three areas that I believe most companies can stand out in are […]
Why are you in sales? No, this isn’t a trick question, why are you in sales? I know, you like to help people right? Or is it about the money you can make or perhaps the freedom of not being tethered to a desk or operating a machine? For every sales rep there’s a slightly […]
You have faced market downturns in the past, but the upheaval that most print companies are facing today is unprecedented. The mix of your client portfolio has greatly affected the degree to which you need to rebuild your customer base. If this crisis has thrown you a curveball and you find yourself with a sudden […]