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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.
 

Turn Objection into Opportunity by Being Number Two

This week, Sales Tribe Leader Zoot gives apprentice salesperson Ganymede some tips on how to differentiate FEI with hesitant prospects by positioning the company as a secondary provider.  Read More >>

Industry Centers:

Three “Virtual Products” You Should Be Selling

Positioning your printing company as the provider of three virtual products—convenience, safety, and peace of mind—will help you erode buying objections and win more work.  Read More >>

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Use White Space to Create Effective Web and Graphic Designs

White space is a very effective Web and graphic design element. It helps improve the effectiveness of ads, Websites, and other promotions by pleasing the eye and increasing readability.  Read More >>

Industry Centers:

Discover the Value of White Papers

Last week Fire Enterprises (FEI) Marketing Tribe Leader Marka taught rookie customer-service rep Aetius how to create an excellent “baseline study” in advance of a case study. This week, Marka shows Aetius how white papers can function as effective informational pieces for B2B companies.  Read More >>

Industry Centers:

Compelling Proof Points that Set the Stage for Successful Case Studies

When your client is anticipating excellent results from working with you, don’t wait for the results to create a case study. Instead, get a head start by creating a baseline study that details anticipated results. Be sure to build benchmarks into your anticipated results, and check in with your client to see how closely actual results match anticipated.  Read More >>

Industry Centers:

Customer Testimonials Set Your Business Apart

Success in business derives from your ability to say what you do and do what you say. Proof points such as testimonials are valuable because they allow your printing company to show that your solutions actually do what you say they do.  Read More >>

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Successful Sales Reps are APTT to Succeed (Part IV)

To be an effective salesperson, you must possess the ability to be tactful when things don’t go your way. If you exhibit grace under pressure, your customers and prospects will remember this and be more inclined to send work your way in the future.  Read More >>

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Successful Sales Reps are APTT to Succeed (Part III)

To be an effective salesperson, you must possess the ability to think on your feet and adjust your sales pitch immediately based on what your prospect tells you.  Read More >>

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Successful Sales Reps are APTT to Succeed (Part II)

To be an effective salesperson, you need a realistic, actionable plan to guide you to success. Before meeting on site with prospective clients, always identify their specific needs, and develop appropriate customized meeting agendas and talking points.  Read More >>

Industry Centers:

Successful Sales Reps are APTT to Succeed (Part I)

Every great salesperson must possess these four traits: Attitude, Plan, Think and Tact. Once you have mastered these traits, you're ‘APTT’ to win more business and lock in customers for the long haul.  Read More >>

Industry Centers:

Diversifying into New Services Can Help Your Business Thrive

This week, Numo tells the tribe how FEI can grow by diversifying into new services in response to changing demand, another inorganic growth strategy.  Read More >>

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Strategic Acquisitions Can Help Your Business Thrive in a Tough Marketplace

Last week, Numo, Fire Enterprises (FEI) Head Accountant, told the FEI tribe why inorganic growth strategies are essential to FEI’s continued success. This week, Numo shows the tribe how strategic acquisitions can help their fire business grow.  Read More >>

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Inorganic Growth Strategies Will Help Your Business Prosper

Inorganic growth—through acquisitions, mergers, diversification, and more—can help your printing company continue to thrive in a declining market.  Read More >>

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What You Think of Your Brand Doesn’t Matter

It doesn’t matter what you think about your brand. It matters what your customers think. Survey a representative cross-section of your customers to determine their brand perceptions and biases. Change what you can, and focus on delivering stronger brand impressions in the future.  Read More >>

Industry Centers:

How to Create A Memorable Brand Tagline

Effective taglines should be connected to your brand attributes, clear and simple, and matter to your customers. This week, Marka shows the rest of the FEI tribe how to create a killer tagline.  Read More >>

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Branding Documents Help Ensure Brand Accuracy and Consistency

Creating a branding document will help ensure your brand is properly and consistently represented across a wide range of promotional and marketing activities.  Read More >>

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How to Create an Awesome Company Logo

Consider overall look, color, font, and other factors when coming up with a new logo. Your logo design should derive from your brand attributes.  Read More >>

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Tips for Creating Powerful Brand Elements

Are you creating new brand elements for your business? Make sure they’re memorable, meaningful, likable and adaptable.  Read More >>

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What Does Your Brand Stand For?

Start rebranding efforts by brainstorming a list of attributes for which you want to be known, narrowing down those attributes to just a few, then developing brand elements based on these attributes.  Read More >>

Industry Centers:

To Rebrand or Not to Rebrand?

Rebranding means reintroducing your brand to the marketplace, and isn’t a task you should undertake lightly. This week's blog covers when (and when not to) launch a company rebranding effort.  Read More >>

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