SALES & MARKETING
Can a commercial printing sales person sell digital? Are you a marketing service provider or printer?
What is the best sales compensation plan? Is solution selling how to avoid becoming a commodity?
Printing companies of all types are seeking answer to a myriad of sales and marketing concerns.
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Truths from the Trenches –Dana
What if you could ask a room full of print buyer what they expect from commercial printers today? What qualities...
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Playground Rules Still Apply –Farquharson/Tedesco
Succeeding in the business world isn't so different from school. The firms with the biggest printing presses, fastest turnaround times...
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Print & Mobile Phones : QR Codes, NFC Square Off
Even before QR codes and NFC officially square off, there’s a movement to already dub NFC “The QR Killer.” Google...
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Sales Relationships : Don’t Cut Out Print Buyers
Is it wise or profitable to seek out requisitioners or corporate-level types, as opposed to print buyers, in search of...
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Printers Monetizing Social Media
A new StrongMail study asked 925 marketers where they are spending their marketing dollars in 2011; 57 percent said they...
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Seven Tips to Help In-plants Get Social
EVIDENCE OF how social media is taking the business world by storm is everywhere. Facebook "Like" buttons, Twitter links and... -
Value-Add for Printers : Make Money with QR Codes
Technology leaders have recognized for some time that QR codes will play an important role in print marketing. As these... -
Printing Sales & Marketing LinkedIn Groups
The following LinkedIn groups provide opportunities to connect with other graphic arts professionals involved in sales and market in the...
More On Sales & Marketing
Overcoming Price Objections (Part I)
February 3, 2012
Whether you sell torches or commercial printing services, resist the temptation to lower prices to get your “foot in the door.” Instead, move your customers’...
Dude! Seriously! Use Vistaprint!
February 1, 2012
A Vistaprint user like the one above is NOT your customer. Now, when he opens up his own gym, hires a staff and expands, THEN...
See Kati Fly. Fly, Kati, Fly!
January 31, 2012
I love people who love what they do. Those who are blessed with passion and a love for their jobs make everything better and infect...
Remembering Steve Block, a Legend in Print Sales
January 27, 2012
Some print reps cast large shadows as they build relationships with customers over many years. Steve Block was that kind of print salesman. I was...
Ask Questions, Get Results - The Art of Listening, Part II
January 27, 2012
There’s a direct correlation between print salespeople’s ability to ask the right questions and making a lot of sales. Active listening and intelligent questioning form...
Dear Print, We Print Buyers Now Want an Open Marriage
January 26, 2012Don’t get us wrong, Print. We still love you. We might look at web pages and tablets, but there’s nothing like holding you in our...
Shout it from the Mountaintop: Print is ALIVE!
January 25, 2012
I got a rare opportunity to go out to dinner with my husband and another couple. One of the reasons my husband’s friend chose the...
A Timeline of Time: You Want it When?
January 24, 2012
Having sold prior to the launch of the Internet, I am constantly amazed at what today’s sales reps take for granted. Many moons ago, I...
First Sales Appointment Goal - Sales Tip Video
January 23, 2012
If you can’t get an order on that first sales call, what’s the next best thing? That’s the subject of this week’s video sales tip...
Moving Up the Five Levels of Listening Boosts Sales Success
January 20, 2012
Salespeople who don’t know how to listen, or don’t bother to listen, don’t make much money. The best way to listen better is to understand...
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