In this age where providing quick pricing can often get you the project, speed alone may not be enough to get you the account. First, make sure that you are chasing the right type of accounts – those that you have a clear competitive advantage with. And before you...
Your opportunity and desire to reinvest in the business can be both exciting and nerve-racking. You’ve done your homework with your team of suppliers and feel good about the capex strategy. As you prepare for growth with the latest tech-enabled gear, you’ve reached...
Congratulations! You just spent some real money on a new press. You’ve upgraded your capabilities with better technology and a stronger value proposition, much better than you had three years ago. That’s all good in an environment that static, but that’s not the...
Debt load or the age of your equipment isn’t always your biggest problem – the concern should be the percentage of your sales that’s sitting in the top two or three accounts. So, here’s what usually happens. You land that great account and before you know it,...
Let’s be honest, most sales meetings are viewed as a tax. You pull your team out of their normal paces, away from clients and prospects, into a room where a manager reads pipeline numbers everyone already is aware of. People leave feeling managed, and not motivated....
The market has changed at an unprecedented rate, your customers have changed, but a lot of print sales behaviors haven't. But with change, comes opportunity. The potential now lies in the ability and desire of the management team to refocus the direction of the sales...