T.J. Tedesco

T.J. Tedesco

T.J. Tedesco is a sales growth, business strategy, marketing and PR consultant operating at the intersection of clear vision, compelling content and effective outreach practices. For nearly two decades, T.J. has been an independent consultant and sales growth team leader. Previously, he sold commercial printing, graphic arts machinery and supplies, and finishing and bindery services.

T.J. helps North American companies with content development, Web and print design leadership, nurture marketing programs, sales coaching, sales team alignment and business strategy. Since 1996, T.J. has worked with more than 100 clients on retainer, 80 percent in the graphic arts industry.

T.J. is author of “Win Top-of-Mind Positioning,” “Playbook for Selling Success in the Graphic Arts Industry,” “Fire! How Marketing Got Hot,” “Direct Mail Pal” and four more books published by PIA.

He can be reached at (301) 404-2244 or tj@tjtedesco.com.

Sales Process Q&A – Part Two of Three

Continuing with the second installment of a three-part blog series, here are answers to more sales planning questions, prepared in response to a trade pub editor’s request.

Sales Process Q&A – Part One of Three

Practice a modified form of the golden rule. Communicate with others the way they want, not the way you want. At your first meeting, find out how your prospect prefers to be contacted — email, text, phone, online meeting, breakfast meeting, Slack, or some other way — and do it.

The Language of Irrelevance

What's the quickest way to irrelevance? How about claiming you're still relevant? Isn't this what many of us do in the commercial printing industry? We stand on our soapbox and cite this or that study claiming variations on the theme "print's not dead." When you phrase things negatively, aren't you giving credence to exactly the opposite viewpoint?

Demand Generation Is a Workout

I'm trying to get back into shape. Oh, is it tough. Shedding the bad habits of the past is hard work. Bad habits weren’t such a problem a decade ago, but they are today. My clients are getting their demand generation efforts in shape too. There are parallels.

The Importance of a World-Class CMS

Call it serendipity, but a chance email led to this quasi-follow up to my March 4th blog on rekindling former business relationships. I received a nice 20% offer from a national retailer to reactivate me as a customer. But, there were two problems with this.

Rekindle Your Former Business Relationships

Every 12-18 months, I ask my established clients (in business at least a half decade) to set aside a few weeks of sales and marketing energy to examine their former client lists and choose some to target as key prospects. The reasons to do this are straightforward.

Inbound Marketing Is Exactly What Marketers Want

Over the last few weeks, I’ve discussed the principles of how inbound marketing works. Hopefully, you understand how crucial an effective content distribution strategy is. Today, we’re going to see how well these principles sync up with what actual marketers want.

How Inbound Marketing Works: Content Distribution (Part Two)

In a previous blog, we covered the first four elements of how inbound marketing/content distribution works: 1) content usage, 2) search engine optimization, 3) landing pages and 4) lead scoring. But there are three more. Let’s pick up right where we left off.

Why Inbound Marketing: The Shifting Tide

In the mid- to late-2000s, an unimpressive looking skinny new kid crawled into town. His name: Inbound Marketing. Who’s afraid of anyone called Inbound? Times quickly change. Inbound Marketing has grown up and today is a force to be deployed.

Outbound Marketing: The Shifting Tide

When this former print, bindery and graphic arts machinery sales rep first hung a consulting shingle a couple of decades ago—in what surely must have been a libation-influenced moment—little did I know I was entering the profession of outbound marketing at its pinnacle.

Content Marketing (Part Two of Two)

As promised last week, I’m going to share the content marketing portion of a new consulting engagement with a Silicon Valley IT security client. This company is the proud owner of impressive technology and its team is smart enough to specifically target only three verticals. Luckily, it has stockpiled a large arsenal of great content, but only haphazardly deployed...until now.