Why You Should Manage Your Accounts and Sales Efforts Like a Business

This blog originally published in Printing Impressions.   How’s your business? What are some of the key indicators you look at to gauge whether you’re on the right track or not? This subject came up when I was thinking of a cousin of mine that operates a small restaurant. It’s a small-town local eatery, the […]

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3 Keys for Your Go-To-Market Playbook

This blog originally published in Printing Impressions   Having a plan is important, right? We all need a plan. The difference between having a client-facing, go-to-market plan that identifies and delivers the meaningful and relevant things that make a difference to your prospects and clients and not having one can be the difference between sustained growth […]

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Tether, Fasten and Link Your Communication Efforts

This blog originally published in Printing Impressions   Tether, fasten, and link virtually mean the same thing — connect. So, what point am I trying to make? Getting connected to your customers, getting your services and technology connected, and getting your team connected have never been more important than it is today. Things move fast, clients […]

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Your Financial Levers – No Silver Bullets

This blog originally published in Printing Impressions   Managing a printing business is a difficult task, period. I’m sure that there are other businesses that are as equally difficult, but the custom manufacturing, high technology, high client touch and transformative business is not for the faint of heart. When it’s going well, it can be a […]

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Team Builder

Your People, the True Leading Indicator

This blog originally published in Printing Impressions   How much are you investing in your people? I’m not talking about wages and benefits, but rather their training and development, their growth in what they do in your business? Let me ask the question in a different way – are your employees engaged and excited about what […]

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Your Sales Team, Today and Tomorrow

This blog originally published in Printing Impressions.   The effectiveness of the sales team remains an ongoing concern for most sales leaders and CEO’s in the Graphic Communications industry. How many of your reps made budget last year or increased their sales from the year before? Recently, several CEO’s I’ve spoken with have given up on […]

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Bravo to Those Who Make it Happen, Get it Done

This blog originally published in Printing Impressions.   Printing is a tough business. It’s custom manufacturing that companies try to streamline every day. There are variables in the materials used to produce the printed piece-from the client supplied files to the raw materials used, and while much better than the past, variables in the manufacturing process […]

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