Organized? Who, me?

Speaking of apologies, I am sorry to all of you for my almost three-week absence. I’ll be honest. I feel like I am getting in a little over my head. I have landed lots of new clients, and, on top of that, I am still trying to keep my house clean, my family fed and happy, AND I am in charge of membership for my twins’ club and we just had about six ladies have babies in the last six weeks. SHEESH.

So what helps me maintain a modicum of sanity? Staying organized. And how do I do this? Well, with regard to sales, it is called CRM. I won’t name names, but it rhymes with

And here’s what I want to know. Are you using a CRM solution? If not, how in the HELL do you keep your prospecting straight?

What’s that? You’re NOT keeping your prospecting straight? Or, are you simply not prospecting? Either way, you would NOT be alone.

So many of us prospect in fits and starts that, in truth, it is mostly just a colossal waste of our time. We call once, don’t hear back, get offended and move on. Well, sorry kids, but that is not gonna cut it today. I’ve said it before and I’ll say it again—prospecting takes consistency, commitment and a concerted effort on your part.

Any type of CRM will help you immensely. I don’t care if it’s Salesforce, Microsoft’s version, or some other one—you need this. It will feel painful at first. Anything new and unfamiliar will. But I promise you that if you embrace this tool and use it, you will ask yourself in three months, “How did I EVER do my job without this?” And the answer just might be, “Not very well.”

Now working as a consultant, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include client recovery, retention and acquisition, and marketing communications projects.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league.

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  • Leo Klebanow

    You make some great points about the value and need for working with a CRM. Like you, I am surprised that so many businesses and salespeople do not work with a CRM. It is costing them much more than they think for a wide range of reasons. In my own business, Since 1988, I have used ACT! to enhance all my sales, marketing, and time management activities. At the same time, I have helped many users, primarily in the printing industry, with this program and they have seen their sales and profits increase dramatically. This support includes helping them to purchase a mailing list and importing/using it in ACT! with its integrated emarketing program.

  • Jim Taylor

    Anyone interested in a CRM solution that goes beyond contact management should check out JOBZ! Designed specifically for printing and packaging sales, it also handles all of the actual business process of estimate request through proposal, order entry and billing. A workgroup solution on your own server, optimized for management as well as sales .Used by Cenveo and CGX, and many others.