Is it an understatement to say that sales leadership is only about leading the sales team and managing the process? Let’s add, creating goals for client development. And don’t forget, helping the sales team to be successful in a changing marketplace. There are also two other areas that should be included in the list. The […]
When you first meet them, they are charismatic, curious, and always ready to help. They excel at developing relationships and use them to leverage what they need to succeed. They often view the rules of engagement as suggestions, or meant for someone else. And, they can often be the top sales producers in the company! […]
It’s important to differentiate your strategy between existing customers and prospects. In one case you are looking for both retention and growth, in the other you are asking them to change their buying habits. The role of the sales leader is to be available to learn, teach and coach the team on what is […]
The printing industry is fueled by innovation. You see it every day, all around you. And while this is not a new trend, the pace of innovation seems to have accelerated. But what does innovation really encompass? The new products coming out of the digital, inkjet and wide-format space are remarkable. And let’s not overlook […]
The rate and pace of change in customer buying behavior and in your print capabilities has accelerated. As you examine the relationships you have with your best customers today, take note of the things that may have changed over the last several years and what you can learn from them. Also look at the strategies […]
As a business leader, you are faced with making the choice between working in the business and working on the business. Finding the time to take your ideas, your aspirations, and turning them into results can be a challenge. Creating a focused action plan is one of the first steps leaders use to get from […]
Learning from your customers can lead to better account retention and new business opportunities. The first thing to learn from your customers is why they selected you in the first place. They had many choices, including the option to stay with the incumbent supplier. The second important area to learn is why they stay on […]
The printing industry is lead by entrepreneurs who started a business to fulfill their vision. And guess what, those entrepreneurs had families. Those families are often engaged in the business. At times it could be brothers or sisters, and ultimately leads to adding the sons, daughters, nieces and nephews. Over the years though, I’ve […]
Firms are finding themselves in good financial standing as the industry re-emerges from the pause that the pandemic brought upon them. Through careful planning, proper resource allocation and the assistance of stimulus funds, balance sheets are strong. Senior teams are meeting to decide where they should go from here. The options include strategic growth through […]
Printing companies throughout the country are re-emerging. And as they do, they place a tremendous value in having their teams work well together. They respect the passion and the pride that each employee brings to their job every day. The majority of the people go to work each day, expecting to do their […]