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TJ Tedesco

View from Mount Olympus

By TJ Tedesco

About TJ

T.J. is team leader of Grow Sales, Inc., a marketing and social media services company operating at the intersection of compelling content, clear vision and quality communication practices. In this blog, fire is a metaphor for print. Hang on, this ride will be weird...

Prometheus crept into Mt. Olympus, stole fire, returned to the lowlands, ran from house to house distributing it, got caught, was chained to a rock, lost his liver to a huge ugly bird and was rescued by Hercules. Leveraging his fame, Prometheus started Fire Enterprises Inc.  (FEI). Since fire was the hottest technology of the time, company success came fast and furious. Two generations later, fire isn't such an easy sale. Now led by Prometheus' grandson Org, FEI's growth is non-existent, competitors are pounding and prices are in the toilet.
 

Event vs. Relationship Marketing (Part III of IV)

This week, in the third part of the four-part series, Marka teaches Zoot that once the prospect is considering a purchase, communications need to be tailored to address his or her specific needs. To kick start a sales relationship marketing and branding work have to be done right.  Read More >>

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Event vs. Relationship Marketing (Part II of IV)

This week, in the second part of a four-part series, Marka stresses to Zoot that the close of a sale is crucial because there are multiple options in any product category, and that it is up to the salesperson to close the deal when he or she has an opportunity.  Read More >>

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Event vs. Relationship Marketing (Part I of IV)

The FEI saga continues with part one of a new four-part series. This week, Marka explains to Zoot that marketing strategy and tactics must be tailored based on 'typical purchasing behavior.'  Read More >>

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Why Do Companies Market? (Part III of III)

In the last of a three- part series, Marka tells Zoot that pitfalls for the under-matched marketer are plentiful. "Price discounting is tempting. Touting expertise may come across as either hollow or bravado. Humor may backfire. Publishing incorrect advice undermines credibility."  Read More >>

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Why Do Companies Market? (Part II of III)

This week, in the second of a three-part series, Zoot finally recognizes that direct sales are just one way to drum up new business.  Read More >>

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Why Do Companies Market? (Part I of III)

Today, we’re heading back to the basics and asking the question, why market? This is the first of a three-part series. Remember, fire=print.  Read More >>

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Win Top-of-Mind Positioning (Part II)

Making two simple tweaks to your sales approach will help you win valuable top-of-mind position among print buyers. First, be a One-Minute Manager by not letting yourself speak uninterrupted for more than a minute. Second, ask more questions—top sales reps ask 25 times more questions than poor performers.  Read More >>

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Win Top-of-Mind Positioning (Part I)

To win valuable top-of-mind position among print buyers, you must think like your customers and search for information to help them better understand their worlds.  Read More >>

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Turn Chance Encounters Into New Business

You can turn today’s chance encounter into tomorrow’s new business...if you’re savvy about it. Creating opportunities tactfully, being prepared, and making sure to follow up will help you make the most of these situations.  Read More >>

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Harness the Power of Referrals (Part II)

When receiving referrals, remember to play by the referrer’s rules, treating the referral as you would any valuable sales opportunity. Also, be sure to show that you appreciate referrals by sending handwritten thank-you notes to customers and industry friends who have referred your business.  Read More >>

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Harness the Power of Referrals

The easiest way to find people who need your printing services is to ask those who already use them! Referrals are the low-hanging fruit that become valuable customers, as they’re essentially pre-qualified prospects who have built-in positive connotations of your business.  Read More >>

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Tips for Effective Phone Prospecting (Part II)

When cold calling prospects, make it a habit to talk to anyone at the organization you can—the gatekeeper may be able to give you key information about the key decision-makers at their company. Send e-mail follow-ups to give prospects you’ve spoken to more background on your company, but focus your energy on making—and keeping—follow-up phone or in-person meetings.  Read More >>

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Tips for Effective Phone Prospecting

Besides visiting them in-person, the most effective way to reach new prospects is by calling them. Committing to a daily call schedule and seeking to extract useful information from every call will put you on the right track to unearthing qualified leads from your tele-prospecting activities.  Read More >>

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Three Marketing Mistakes to Avoid

Failing to use a marketing mix, failing to follow up, and trying to differentiate on price are three common marketing mistakes that will hinder the effectiveness of your printing company’s marketing efforts. Avoid them at all costs.  Read More >>

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Leave ‘Em Wanting More

Top prospect not returning your calls? Leave them wanting more by telling a “half story” on your next voicemail or e-mail, promising the rest of the story once they call back.  Read More >>

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Turn Your Website Visitors into Qualified Leads (Part II)

Last week Fire Enterprises (FEI) FEI Marketing Tribe Leader Marka showed the tribe how to capture lead-generation information from FEI Website visitors. This week, Marka discusses how to continually nurture these prospects in order to turn them into qualified prospects and, eventually, new customers.  Read More >>

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Turn Your Website Visitors into Qualified Leads (Part I)

Offer prospects browsing your Website free, useful content to get them to give you information about themselves that will allow you to continue intelligently marketing to them.  Read More >>

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Drive More Targeted Traffic to Your Website with SEO Best Practices - Part II

Last week Fire Enterprises (FEI) FEI Marketing Tribe Leader Marka showed the tribe how implementing SEO best practices can help FEI drive more targeted traffic to their Website, a crucial first step of demand generation efforts. This week, the tribe concludes SEO best practices discussions.  Read More >>

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Drive More Targeted Traffic to Your Website with SEO Best Practices

This week, Marka continues demand generation discussions by showing the tribe how implementing SEO best practices can help FEI drive more targeted traffic to their Website, a crucial first step of demand generation efforts. Remember, fire = print.  Read More >>

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Demand Generation Activities Help Your Business Acquire/Convert More Leads

This week, FEI Marketing Tribe Leader Marka introduces the concept of demand generation to the tribe and explains how these activities can help FEI capture, qualify, and convert new leads.  Read More >>

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