Sales and Marketing

The Death of 'Always Be Closing'
July 28, 2016 at 11:23 am

In today’s social networking/consultative selling world, movies like "Boiler Room" and "Glengarry Glen Ross" are nothing more than entertaining views of how self-centered sales was in the past, leading to jokes like, "What do you call 100 sales people at the bottom of the ocean ....? A good start!" (or was that lawyers?) Always Be Closing is dead. It is sad ... we never gave it a proper funeral.

Know Thy Customer
July 26, 2016 at 11:49 am

Do you listen to your clients? Probably. After all, there is a “Contact Us” button on your website and you get feedback.

Protect and Grow Your Revenue
July 25, 2016 at 3:04 pm

Customer Loyalty is perhaps the most critical, most misunderstood (and ironically, one of the most easily measured) concepts in the business environment today, and it is important to recognize how understanding loyalty can lead to growth. Customer Loyalty isn't the same as Customer "Satisfaction." Satisfaction is a measure of how well you are doing the job that customers have asked you to do.

Lasting Impressions: ¡Viva la Cuba!
July 25, 2016 at 12:16 pm

With the United States establishing relations with the island nation of Cuba, it's only natural to think about what opportunities this could present for American printers and technology providers. Print broker guru Vince Mallardi checks in from his own island paradise, Hawaii, to speak with Erik Cagle about how U.S. companies can play any number of roles in the development of Cuba's printing industry.