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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.
 

A Solid Business Footing: The 7Ps – That’s Right, Seven! (Part IX of IX)

In the final part of this nine-part series, Marka, Zoot and the gang conclude their discussion of the 7P formula to sustained business success.  Read More >>

Industry Centers:

A Solid Business Footing: The 7Ps – That’s Right, Seven! (Part VIII of IX)

In part eight of this nine-part series, Marka, Zoot and the gang start the discussion of the seventh P: Personality.  Read More >>

Industry Centers:

A Solid Business Footing: The 7Ps – That’s Right, Seven! (Part VII of IX)

In part seven of this nine-part series, Marka teaches the gang about the fifth and sixth Ps, Publicity and Packaging respectively.  Read More >>

Industry Centers:

A Solid Business Footing: The 7Ps – That’s Right, Seven! (Part VI of IX)

In part six of this nine-part series, Marka tells Org that consumer cynicism is everywhere, but, fortunately, there are ways to promote a company outside of the traditional marketing methods.  Read More >>

Industry Centers:

A Solid Business Footing: The 7Ps – That’s Right, Seven! (Part V of IX)

In part five of this nine-part series, Marka tells Org that letting up a little control of the sales process will lead to a larger sales reach. "With B2B sales, we’ll be able to potentially sell through a variety of trusted wholesaler, distributor and retail partners—all of which will help us gain more exposure in markets we couldn’t fully penetrate on our own," Marka added.  Read More >>

Industry Centers:

A Solid Business Footing: The 7Ps – That’s Right, Seven! (Part IV of IX)

In part four of this nine-part series, Marka explains to Org that the gang should consider expanding its sales efforts beyond the four corners of Olympus.  Read More >>

Industry Centers:

A Solid Business Footing: The 7Ps – That’s Right, Seven! (Part III of IX)

In part three of this nine-part series, Marka, Zoot, Numo, Org and the gang start learning about the importance of the second P: Price.  Read More >>

Industry Centers:

A Solid Business Footing: The 7Ps – That’s Right, Seven! (Part II of IX)

In part two of this nine-part series, the tribe discusses fire for cooking, fire for heat, fire products, fire as decoration, fire for medical products and even fire safety and fire management training—what Marka calls "potential market segments and different revenue opportunities."  Read More >>

Industry Centers:

A Solid Business Footing: The 7Ps – That’s Right, Seven! (Part I of IX)

In this new series, Marka introduces the concept of the 7Ps, which are so crucial to business success. Let’s get started  Read More >>

Industry Centers:

Key Marketing Principle 2: Top of Mind

Companies once dominant in the market, but that have slackened their sales and marketing efforts, often travel the undesirable path from market leader...to wannabe...to has-been. Every major market seems to have at least one fallen angel. No marketing program by itself will ensure a company’s continued success, but it can provide a steady stream of opportunities, even in rapidly changing markets.  Read More >>

Industry Centers:

Key Marketing Principle 1: Top of Mind

This week, Marka begins a new conversation with Zoot. “All players in the hearth and fire lighting industry compete in a super-tough, service-based business environment. Therefore, winning ‘top-of-mind’ market position is critically important for our long-term success.”  Read More >>

Industry Centers:

Event vs. Relationship Marketing (Part IV of IV)

In the last part of the Event vs. Relationship Marketing series, Marka tells Zoot that the first transaction between a potential buyer of Fire and one of our sales runners should be only the beginning of a relationship. Far more potential exists in the future than in the present.  Read More >>

Industry Centers:

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 >>

Industry Centers:

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 >>

Industry Centers:

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 >>

Industry Centers:

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 >>

Industry Centers:

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 >>

Industry Centers:

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 >>

Industry Centers:

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 >>

Industry Centers:

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 >>

Industry Centers: