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...
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,...
Your CRM and management information system know more about your customers than you do. Face it, the data is already there. The question now is whether you’re doing anything with it. Using this data combined with the personal and business relationships with your...
Here’s what I think. He probably would not be asking about your presses, or whether you hit your production targets. He wouldn’t ask if you’ve won any industry awards. He probably would ask why your customers keep coming back. I believe that question is as relevant to...
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....