Printing Impressions Site Map

Site Map » 2011 Blogs

My 9-0-9 Plan for a Surefire 2012 Budget
Execute a Mediocre Plan in 2012. It Works
Printer vs. Marketing Service Provider - Be What You Are
What Has You too Afraid to Sell?
Coated Paper Prices Debate Continued
The PROMPT: The Great Motivator for Completing Tasks
Turn Voice-Mail Messages into Sales Opportunities
How NOT to Be a Pest
11 Reasons Why Selling Owners Won’t Sell
Printers - Help Keep Your Customers Employed
Where Consensus Rules, Confusion Reigns!
How to Approach Your Next Rebranding Project
Coated Prices Ready for a Fall, or Not?
Forget Muzak, On-Hold Messages Are a Great Marketing Tool
Identifying Customer Service Reps Who Just Get It
Why Not Keep Some Money in Your Own Backyard?
Avoid Getting Martha Stewart-ed
How Many Sales Calls Do You Make In a Day?
5 Questions Printers Should Ask Customers Every Year
Starbucks - A Cupful of Systems
The Lost Art of Customer Job Stuffing
How SEO Can Put Your Business at the Top of Search Results (Part IV)
Help Me to Help You
Countering the ‘Call Me After the Holidays’ Objection
Make Eye Contact with Print Buyers
Printers Are Big Fat Liars!
How Printers Should Make Their Websites ‘Social’
Choosing NOT to Do Business with a Customer
What Goes Around DOES Come Around
Four Tips to Make Your Next Webinar a Success
How SEO Can Put Your Business at the Top of Search Results (Part III)
The United Nations of Communications
Self-Promotion in 15 Ways with One Piece of Content
Tap into the Sales Intelligence in Your Own Backyard
I Stole Your Customer. Thanks!
Envisioning a Future Without CSRs
Bad Customers Always Find a Home
A Holiday Gift Even Mr. Scrooge Would Love
How E-Mail Marketing Helped a Company Grow
How SEO Can Put Your Business at the Top of Search Results (Part II)
Do You Have the Guts It Takes to Fire 800,000 Customers?
Hot Guys Bad News Turns Good (in a Way)
Slouches Don’t Volunteer
How SEO Can Put Your Business at the Top of Search Results (Part I)
Bad News for ‘Hot Guys Reading Books’
Success at the Speed of Systems
Vistaprint, Bad Sushi and Five Angry Calls a Day
The Unexpected Cost of Chaos
Caught in the Communications Speed Trap
Why Sell Online?
Is Good the New Great?
Feeling a Little Lost? Follow that Burning Desire
Fumbling on the Two-Yard Line
Being Held Hostage by a ‘Sacred Horse’
Selecting a Distribution Strategy that Works (Part III)
Shut Your Mouth!
Crazy Good, Bad Customer Service
Content Calendar for Print Buyer Touches
More GPO Work to Private Sector Printers or Not?
Ten Paradoxical Commandments for Printers
Production Chaos Meets Order
Three Must-Dos of Strategic Planning
Select a Distribution Strategy that Works (Part II)
Building a Field of Opportunities with the Xerox CiPress
Four Customer Service Experiences to Learn From
Flattery Will Get You EVERYWHERE
Every Interaction is a Selling Situation
Sense of Hope at the Print Buyers’ Conference
Clear Instructions Save Time and Money
Selecting a Distribution Strategy for Your Business (Part I)
How You Know if You Have a Strong Strategic Plan
What’s Wrong with this Picture?
Compared to Many, Jobs Was Truly One of a Kind
Color Your World
How to Succeed in Sales 100 Percent of the Time
Learning How Digital Press Vendors Think
How Much Debt Is Enough? Too Much?
Getting What You Paid for with an MIS
Intelligent Discounting Can Drive Better Profits (Part II)
What I Did Instead of Watching the Bears Game
In Pursuit of Profitability
The Best Thing that Ever Happened to a Sales Rep
What Glee Can Teach Us About Sales
A Customer’s Hypocrisy
Unrestricted Marketing Warfare - Media Convergence at Work
What’s the Best Digital Color Press?
Mine Your Own Business
How the ‘Strategy of 100’ Can Build Your Business
Intelligent Discounting Can Drive Better Profits
Friend or Foe – How Do You Treat Your Competition?
A Seminar-Stopping Question on VDP
Send Relevant Samples – Please!
The Dangers of Blind Accounting
How to Strategically Drive Customers Through Your Sales System
Be Wary of Cannibalization When Launching New Products
The Myth of Working on the Road
Should You Invite Your Customers to Punch You in the Gut?
5 Ways Printers Can Keep that Fire in the Belly
PRINTING: The Wonderful World of Color
4 Easy Strategy Steps to Drive Your Sales
Entering New Product Categories Can Help Grow Your Business
Results of the Best Sales Letter Ever! (Part III)
Let Me Give You Some Feedback
Game, Set, Match - Xerox and the U.S. Open
Digital Communications and Print Are Here to Stay
Strategic Product Line Extensions Create More Value for Customers
Today’s Sales Doors Are Made of Bits and Bytes
Think of Your Website as a System
The Actual Best Sales Letter
Time to Talk of Printing and Print Trade Magazines
The #1 Reason Why We Don’t Sell More
Another Plug for Printing Plant Tours
The Ten Cannots
Five Easy Marketing Steps to Higher Sales
Three Tips for A/B Testing Success
Best Sales Letter I’ve Seen in a LONG Time!
The Future: Close-the-Loop Marketing
How to Assume Your Way to Increased Sales
Dust Off Your Mission Statement
7 E-Marketing Strategies for Better Sales
A/B Testing Can Improve Your Direct Marketing Efforts
Hey You! Sales Managers and Owners...Listen UP!
First Impressions Make or Break Deals
Paper Demand Declines May Cap Prices
Reinvent, Reinvest and Reengineer - Times Running Out
Peeling the Onion to Conquer Problems with the Five Ws
Watch Your Brand Signals
Online Video Content Can Put Your Brand Center Stage – Part III
Sales ‘Cease and Desist’ Order
Putting a Face on a Printing Firm
How Great is Your...
Five Reasons Why All Owners Should Sell
Peace and Profit - The Two Ps in ProsPerity
Taking the Use of Customer Retargeting Online
Online Video Content Can Put Your Brand Center Stage – Part II
Do You Know When You’re Being Put OFF?
Don’t Make the ‘Verizon’ Sales Call!
Six Ways to Prevent Brand Diffusion
Do You TEND to TOIL or TOIL to TEND?
Online Video Content Can Put Your Brand Center Stage
Six Ways to Thrive or Die in the ‘New Normal’
Organized? Who, me?
How to Keep Customers Coming Back for More
Using Client Databases to Develop More Strategic Offers
Implementing Sustainability Goals by the Numbers
Rocking the Baby Boomers
Social Media and Integrated Marketing Are Dead!
Sell When You Don’t Need the Work
The Best Impressions Are Still Made Face to Face
5 Things to Consider When Raising Prices
Why Being Found by Customers Is More Important than Finding Them
Effective Database Marketing Starts with Collecting Strategic Information
Are Fires of Chaos Consuming Your Business?
Printing Is the Same in Any Language
The Phone Is Not Ringing. Help!
Printers Are in Consumers’ Blind Spots
Find Success by Falling in Love Again
Tracking Sales Activities Can Help Build Up Your Sales Force
How the 4 Types of Salespeople Find Success
The 4 Cs of Super-Charged Marketing Campaigns
Sticky Systems Create Sustainable Order
Creating Sustainable Value in Your Company
Acts of Contrition - Say You’re Sorry Already
The New Normal is the Old Normal: People and Personalities
Three Critical Elements to Selling
How to Know If You Are Doing Your Job
OSHA - the Ghost of Halloween Past
Calculating the Lifetime Value of a Customer
The Difference Between SEO and SEM and How to Use Them
Radials or Snow Tires; Full or Hybrid - It’s in the Rubber
Software-as-a-Service Gains Traction with Printing Firms
Océ Throttles Up Inkjet Market
How to Give a Virtual Site Tour
What the HELL am I Doing Here?
The Perfect Sales Day
Where’s the Common Sense in Marketing Services Debate?
Cellulose: May the Force Be with You
Listening Lands the Sale
Is Great Marketing Really Great or Just Lucky?
Making Customer Touches Measurable
Un-Civil Wars in Your Company
Moving Sustainability from Niche to Normal
How the Successful Succeed
Media Convergence Takes Physical Form at Pack East
You Set the Tone - Be Bold!
Good, Bad and Ugly Customer Contact Practices
The ‘Print Is Dead’ Objection
Does Your Business Suffer from Disorganitis?
Building a World-Class Marketing Organization
Making Sure Market Research Asks the Right Question
Getting Your Head in ‘the Cloud’
Printer or Broker? The Lines are Blurring
You Are NOT Alone Out There!
A Message from My Conscience...
I’m Done with Horrible Sales Presentations
Details Matter with Personalization
Is Your Organization Communicating Effectively?
Two More Characteristics of Good Market Research
Summer Reading to Help Printers Go Green
Take the Shot!
Do You Even WANT to Leave a Message?
The Deadly Law of Inflation...Revisited
Do You Have a ‘Customer Value’ Definition?
Is Your Print Business Web-Enabled?
Book ’em Danno!
Gaining from Co-opetition
Where Do I Find Good Leads?
Production Costs Influence Intelligent Pricing Strategy
Has Digital’s Tipping Point Finally Arrived?
How Green are Your Industry Peers?
Garbage In/Garbage Out
Graff Keynote Details Sins of Our Past
Printers, a.k.a Marketing Services Providers, Beware
Prophesying Non-Cataclysmic Days for Positive Purposes
The Looney Tunes Family Print Business
Creating Memories is the Holy Grail of Customer Service
Small Printers Have a Better than Fighting Chance
7 Ways to Drive Traffic to Your Company Blog
Inelasticity of Demand and Your Pricing Strategy
Casual Sales (or Always Selling)
Dan the Print Buyer is Cutting $30K from Print Budget
Herm Helps Provide Food for Thought, Soul and Stomach
Rate Your e-Tiquette
How to Land the Big Fish
Making It Happen
Sales Strategy: Success is in the Details
Elasticity of Demand and Your Pricing Strategy
How to Avoid Costly Strategic Marketing Mistakes
Strategies for Stepping Up to Green Marketing
Why Do We Mistreat Sales People?
Don’t Fool Yourself...Your Customers Don't Care About You!
Making an ASS of Yourself (and ME)
Adding the How to Your Sales Goals
If Content is King, Distribution is King Kong
Determine Your Pricing Objective to Drive Product Success
Pick Your Battles, but Don’t Surrender
I’ve Met the Future of the Print Industry. His Name is Matt.
Committing to Concrete Sales Objectives
Overcome the ‘Deadly Law’ of Inflation with Decimals
Have One or Two Big Customers? Beware!
Three Ways to Drive Your Sales
The Worst Mistake a Marketer Can Make
The Tribe Discovers More Advantages of Online Surveys
EFI Connects with Users
Is Green Still Relevant to Consumers, Businesses?
I’m calling Bull%&^#!
Hitting the Mark with Recycled Paper
Ready, Set, Converge on a Definition
The 3 Most Important Rules in Strategic Marketing
The Tribe Discovers the Advantages of Online Survey Research
Print or Collect Stamps? Interview Subjects Needed
‘Paper Because’...Following the Paper Trail
It’s not Your Fault the Job is Late...Think Again!
Four Taboo Topics to NEVER Bring Up
Three Reasons Why No One Returns Your Voice Messages
A Two for One on Print’s Future
Assessing Your Strengths and Weaknesses
Why Strategic Market Planning Is Critical
The Tribe Discovers Two Effective Survey Contact Methods
Don’t Let Online Posts Ruin Your Reputation
ForestEthics vs. SFI - The Battle Goes On
The Two Sweetest Words a Print Customer Can Hear
5 Things I Learned from Roller Derby
Once Upon a Time There Was This New Thing...
Making a Good First Impression
What Ever Happened to the Annual Report?
Making Sales Your Personal Mission
It’s OK to Give It Away
The Tribe Discovers the Usefulness of Survey Research
Going Beyond Certification to Making the List
You’ll Never Know Until You Try
4 Questions to Ask Before Pricing that Next Job
Cross-Generational Selling
Duties and Rising Paper Prices
Failure to Plan Is Plan for Failure
Branding Is in the Details
Fish Where the Fish Are...and Use the Right Bait
Print UV 2011 - Day Two
Bad Marketing Gone Badder-er
FEI Tribe Discovers the Value of Market Research
One Big, not so Happy Family
2011 Is Looking Like a Good Year...or Is It?
Never Prospect Again!
Moving Beyond On Demand
Help Me Spread the Real News
Size Does Matter in Buying Behavior
Marketing Services: Myth, Truth and Reality – Part 2
On Demand In Transition
Targeting Buyers with ‘Rifle’ Promotional Activities
Profiting from New Communication Tools
Black Liquor Credits Still Flowing
What Can You Do in 10 Minutes?
Why Sales as a Career?
Why I Hate Groupon
How to Get a Prospect on the Line
Intro Letter - a Lost Art
How to Break Through in a Crowded Marketplace
Wider, Faster, Better...HP Rolls Out New Inkjet Domination Tool
The Tribe Discovers the Importance of ‘Shotgun’ Marketing
Are Promo Materials Immaterial?
It Was a Good Week for Print
The Most Important Person in a Digital Shop
Print UV 2011 Day One
Show Me the Money
Sales Pitches Strike Out
Is There a Social Networking ROI?
Taking Your Business Online Using QR Codes
Making a Strategic ‘Offer’ to Ignite Direct Marketing Results
A Frank (Romano) Take on the Industry
Hindsight: Reflecting on Bad Sales Behaviors
Experiencing a New Dimension of Print
Will We Ever Stop Dragging Our Knuckles?
News Corp. Shows Its Deeper Green Colors
Lessons from H&R Block About Selling Digital/VDP
Communicating with Style
A Quick Take on Canon RevGen
Following the 40/40/20 Rule in Direct Marketing
Melding Print and Online Media in a Strategic Market Plan
Does Your Culture Clash?
Following a 12-Steps Program to Sustainability
Marketing Services - the Myth, the Reality and the Truth
Blowhard Salespeople Make Me Gag
Client Lies Become the Truth
Walking the Marketing Talk with Client Surveys
Maybe They Know More Than You Think
Spotting a Print Buyer by Title
Doing the Active Listening Exercise Circuit
Take a Different Tack to Beat the Price Trap
Why a Customer Loyalty Strategy is the Most Important Strategy
Improve Your Business’ SEO Performance (part 2)
You Say You’re Green? OK, Prove It!
The Big Questions I’d Like Answered
Hope for the Industry’s Future
In Search of ‘Extreme Printers’
Natural Born Salesperson or Just a Blowhard?
‘Put vinegar or onion under your scarf for tear gas.’
If You Want to Create a Summer Slowdown...
Being Indirect with Clients
Burton, UConn Make Amends
Bookstore Sales Erosion Is Only Part of the Story
HP’s New Global Marketing Campaign
Improve Your SEO Performance
Choose Your Words Very Carefully
Don’t Be Green - Be Sustainable!
Leveraging Social Media to Better Your Business
Five Steps to an Effective Client E-mail Database
Monetizing Social Media Via Brand Extensions
Thinking Differently About Communication
Print Buyers ♥ Printers Who...
Investing in Technology Builds Up a Brand
Five Things to Know About Your Lousy Sales Month
Close Mouth, Open Ears and Sell Something
Harnessing Megatrends for Print Profitability
Getting More from Your Website
Greenpeace Calls Out Asia Pulp and Paper
Join the Great Sales Scavenger Hunt
The Changing Sales Model
You Want Yelp. You NEED Yelp!
Spanning the JDF Generation Gap
How to Select Paper the Right Way
Follow-Up Ideas to Improve Your Quote Win-Loss Ratio
Top 10 List for Harmonious Buyer-Seller Match
There’s Always Room for Great Design
Discover the Keys to Effective Packaging
Give and Give, Then Give Some More - a Path to Revenue Growth
The Thing About Being Extraordinary
How High Is Your Profile?
Becoming a Top Green Printer the Hemlock Way – Part 2
Not all Value-Added is Created Equal
Seek Out the Wacky and Controversial
Why CSR Frank Is So Good
Time to Think, Really Think?
Madeline the Sales Rep
What Can Be Learned from RadioShack
How Offering Three ‘Virtual Products’ Can Help Maintain Profitable Pricing
‘Megatrends in Digital Printing Applications’ Study Findings
It’s What You Say AND How You Say It
Hunkeler to Serve Up Education and Innovation at Switzerland Event
The Right Way to Call Print Buyers
Becoming a Top Green Printer the Hemlock Way
Are You Driving Sales?
Delivery, Touches or Communicate?
Ultimate Deathmatch: Production vs. Sales
‘Prospect Characteristics Matrix’ Turns Suspects into Prospects
Why You Should NEVER Mail a Sample
Does Your Company Need a CMO?
Welcome to the Vision 3 Summit Blog Series
Why Aren’t You Blogging?
The Difference Between Product Features and Benefits
You Say You’re a Green Printer?
Where to Look for Hot Markets
The Rule of Holes...and Paper Rolls
Are You Better Off Dead?
Customer Survey Best Practices
Drop and Give Me 5 Prospecting Exercises
Keep an Eye on Your Yelp
Should You Write an eBook for Your Company?
Are You Ready for the Serious Commitment?
Do You AIDAR?
Color Manage My World
Print Buyers Should Screen Calls
Print Is a Commodity...but You’re Not
The Time Management Centerboard
Prospecting for Print Sales Professionals
Control What YOU Can Control
The Power of FREE!
You Need a New Marketing Plan!
The Tribe Undertakes a SWOT Analysis
‘Baby BAUM’ Raises the Bar for Tabletop Folders
Volly for Service?
Digital Finishing Casting Call
Why Should We Keep Print Alive?
Intro to Selling Profitably
The Best Thing a Customer Can Say to You
Kill the Message, not the Messenger!