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,...
This blog originally published in Printing Impressions. Building a predictable sales model sounds great and it can work, but it is hard to do. Making sure that you and your team are up for the challenge is the first step in the process. In fact, it’s probably...
This blog originally published in Printing Impressions Aligning your sales, operations, and staffing efforts can be quite a feat. When it’s working, it can be a powerful thing. When it’s not, well, it’s not. What are the key factors that make the difference...
“Tell me about the company’s new business development plan,” he asked. The CEO began his response with, “well our sales reps plan is.” The question was what is the company’s plan, not each individual sales reps’ plan. You know how this goes, you have six sales people...