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,...
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...
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...
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...
Whether you were in the top 20% or the bottom 20% of the rankings, you know that the balance of 2020 will be a year of transformation. Both ends of the spectrum will work hard to get back to some sense of normal. While a recovery will undoubtedly appear, not all...
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,...