A while back I asked if it was time to re-think the structure of your sales and client facing teams. Maybe you’ve had some reservations about how to make the transition. If you’re like many printing company owners, you’ve got an experienced group of sales folks who’ve...
Businesses have client facing teams that are made from a combination of business development reps, account managers, and customer service or project managers. Different companies have different titles for these groups, but they fill the role of hunting for new...
It starts with knowing what you are good at, and no, it’s probably not something highlighted on your equipment list. Your best clients will probably tell you that it begins with your understanding of their business, and understanding how they use print to help drive...
Finding and earning new business has never been a cakewalk, it just seems like it’s even harder these days. Could be a mix of several factors. Some of the more established sales reps have reached cruising altitude and while they do a great job of nurturing their...
Being a member of a peer group is hard work. These groups are not for the thin skinned. For them to work, each member must be honest about their business and be prepared to give as much as they get. As Rocky Balboa once said, “The world ain’t all sunshine and...
What’s your sales strategy and how’s it working? Inquiring minds want to know. Sales and leadership teams have been refining the sales strategy for decades. What I see too often though is a strategy that gets diluted or just outright canceled because the key folks...