Sales and Marketing

The Generic Voice Mail - Short Attention Span Webinar
May 29, 2015 at 9:18 am

What do you say in a voice mail when you can’t think of anything to say? That is the subject of this week’s Short Attention Span Webinar with Bill and Kelly. In the coming weeks, they’ll be going live with their SASW presentations, so take the chance to look back at another "Best of" videos.

Three Red Flags Why You Should Not Deal with a Prospect
May 28, 2015 at 8:30 am

The time you spend servicing the account of a nightmare client could usually be spent more profitably. How much time would this allow you to spend finding and selling to more profitable prospects? How much time would you have to upsell the clients you enjoy working with?

Content Marketing (Part Two of Two)
May 27, 2015 at 8:30 am

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.

Working the Sales Gusher
May 27, 2015 at 8:30 am

A salesman’s version of hitting the lottery occurs when one account starts gushing large amounts of orders. It sounds like a nice problem to have and indeed, it is. But there is still risk and, therefore, a need for a sales growth plan. Here's Bill's advice in this week’s blog.

Why the Future of Digital IS Print – in Five Minutes
May 26, 2015 at 9:18 am

AppForum 2015 was awesome. Drew Davis, best-selling author of "Brandscaping," gave a keynote address titled "The Future of Digital IS Print," and kept the audience riveted for a full hour. I’ll never capture everything he covered in a blog post, but I have jotted down some highlights and compiled a few key moments into a video so you can see the energy and passion of his delivery.

Follow Up, Buttercup - Video Sales Tips
May 26, 2015 at 8:30 am

Ever had a restaurant manager stop by your table to check how everything went with your meal? Nice gesture. Has Verizon ever called after a service visit to check on your satisfaction? Probably, despite the fact that it was an automated call. What about you? Are you calling on clients a few days or weeks after a job is delivered to ask how things went? If not, you are not alone as Bill Farquharson points out in this week’s sales tip.

How Are Your Sales and Marketing Going?
May 22, 2015 at 9:33 am

Regardless of the type of business you run, your company’s ability to create new customer relationships is the lifeblood that will keep your company growing—not to mention profitable.

Five Tips for Selling Services
May 21, 2015 at 8:30 am

Once you’ve determined that selling line item products is no longer working for your print business, it’s time to shift to selling complete solutions to your customers. But, how do you go about successfully pitching your service offerings?

Why Are People Mean? Don't Be a Jerk
May 21, 2015 at 8:30 am

Once upon a time there was an owner of a printing company, John, who was very difficult to work for. John demanded a great deal from his employees and continually barked orders at them. He rarely had anything positive to say (even to his long-term employees) and almost never said thank you.