Tools for Basic Prospecting --DeWese

Finally, good prospectors make prospecting a part of their daily activity. They make it a habit. Procrastination, as you regular readers know, is my middle name. I invented it when, as a young salesperson, I first perfected taking the day off when I said, "It's a beautiful day. I'm going to the dog track to drink some beer, catch some rays and bet on the greyhounds. I'll call those customers tomorrow...or did I say "mañana?"

Now, start prospecting today even if it's just a smidgen and get out there and sell something!

—Harris DeWese

About the Author

Harris DeWese is the author of Now Get Out There and Sell Something!, published by Nonpareil Books. He is a principal at Compass Capital Partners and is an author of the annual "Compass Report," the definitive source of information regarding printing industry M&A activity. DeWese specializes in investment banking, mergers and acquisitions, sales, marketing, planning and management services to printing companies.

And the Winners Are!

Here are the official results of the second Great American Print Sales Prospecting Contest.

Large company category winner: PCA Inc., Baltimore.

Specialty printer category winner: Victor Graphics, Baltimore.

Midsize company category winner: Worth Higgins & Associates, Richmond, VA.

Small company winner: Ambrose Printing, Nashville, TN.

Real small company winner: Saint Clair Press, Indianapolis.