Sales and Marketing

The Week That Was With Julie G (04/20/2015)
April 24, 2015 at 2:18 pm

This week Julie Greenbaum highlights industry news, including Mark Michelson's live interview with Bob Poole, partner of DOME in Sacramento, CA. Other major announcements this week came from Allied Printing Services, Quad/Graphics, Grafika, MET Fine Printers and Rhino Print Solutions, Proforma Signature Solutions, Deluxe Corp., and Pitney Bowes.

The Best of Series: The Prospecting Voice Mail - Short Attention Span Webinar
April 24, 2015 at 8:45 am

Often times, the only contact a prospect has with a print sales rep is through voice mail. As such, it is critical that voice mail is seen as an audition, not an obstacle. So, make the most of this opportunity to dazzle, make an impression, and gain an appointment, starting with this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.

The Benefits of a Strategic Plan
April 24, 2015 at 8:36 am

Today’s business environment is both exciting and challenging, particularly if you are interested in growing your business to its next stage of growth. Have you developed a "Core Strategy" that defines the specific strategic initiatives you need to achieve your goals?

Hey Kelly – How Do I Sell Into New Verticals?
April 22, 2015 at 9:25 am

This week, I’m returning to the Hey Kelly format and getting back to answering all the great questions and problems that you all wrote to me back in February. Was that really two months ago? My head is spinning!

Michelangelo, Sales Manager
April 21, 2015 at 8:30 am

Is it better, as Michelangelo suggests, to set high prospecting goals that you fall short of or low goals that you achieve? Bill Farquharson cannot paint, sculpt, or write poetry. But he does know when to apply this thinking and when to defy it. Read more in this week’s blog.

Low Bid or Fair Bid? - Video Sales Tips
April 20, 2015 at 8:35 am

A prospect asks for a price. Hard to tell, but you get the sense that he is not all about cost. You could go "low bid" or "fair bid." Which is the best option? That’s the question Bill Farquharson asks in this week’s video sales tip.