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 […]
Your customers buying habits have changed, your business mixed has changed, and things just aren’t the same as they once were. How has your business strategy changed? What have you put into place that allows you to get closer to your customers? Working towards being more of a customer-centric business has never been more important. […]
Do you have a chief sales officer (CSO) at your company? This could be the missing piece to your senior team. In many small to medium size businesses, this roll commonly falls onto the CEO or owner. As time is precious, this effort fights to get their attention. The person with the CSO responsibility sets […]
Your customers are slowly emerging from the health crisis. The focus and alignment of your efforts will be critical success factors to how well your company re-engages with them. While the goal is to refill your pipeline and to get some work in the shop, the business, and how you get it may not look […]
Best business practices include re-examining your processes and procedures to make sure that they remain relevant. This review becomes crucial during major transitions in the marketplace. As I wrote in Prepare for the All-Clear: 4-Takeaways, “your value proposition and ability to offer high-value solutions and insight may be your key to creating and closing new […]
Most likely, your latest offset press or digital device required special tools for maintenance or repair. As a result, you would make sure that operators had everything they needed. Having the right tools to do the job can make the work look effortless. Watch a good carpenter build or fix something and you’ll see that […]
After a long pause, customers are beginning to go back to their offices and resume the business at hand. Not all, but many — and it certainly depends on what part of the country you’re in. It would be wishful thinking to imagine that the sales pipeline will fill to capacity in the next few […]
Are your 15 years of experience 15 years of accumulated experiences, or one year of experience repeated 15 times? The answer would hopefully be accumulated experiences. How about your leadership team and sales team – how would they stack up when asked this question? The challenge is to make sure that you and your […]
What are your customers and prospects trying to buy, and how does that compare with what are you selling? Is your team aligned with your customers buying process in today’s market — the what, how, and when? As you identify the different buyer roles and their needs, you’ll also have to approach them appropriately. This […]