Business Management - Marketing/Sales

Making the jump from CSR to Sales is doable. It takes trust and a lot of communication both ways. Like other things in life, it is a transition. You might start out losing sleep over leaving your babies in the care of others, but if you do it right, you will soon join the throngs of sales people complaining about how their jobs are screwed up and how inept the CSR team is.

Often company executives know things are not working properly but they are afraid to make a major shift. What happens if the new direction is worse than the current one? This occurs in corporations, entrepreneurial firms, and nonprofits alike. Almost always a company’s strategy is entirely responsible for the results that it is achieving, and leaders are entirely responsible for that strategy.

Prospects won’t always pay attention to a marketing piece simply because it mentions their name. But they will pay attention to customized content—letters, O-mails, and other marketing materials that directly reference their needs. We can create and send these letters for a small fraction of the time and effort it would take to actually write each individual a letter. All it takes is some research and a little writing.

With so much transition up in the air, there are new opportunities to innovators in pretty much every market sector. Best ideas usually win out. The question is who will be the new leaders? Perhaps it won’t be the standard computer companies, but some kind of new application house that puts everything together for us without using a restrictive proprietary software and hardware solution. That would be nice wouldn’t it?

This webinar will focus on Top trends that print service providers should be thinking about to drive results.

How well do you keep your word to clients, prospects and colleagues? Do you always furnish information when it is requested the first time? Integrity and reputation are some of the most valuable assets that we own. We should be doing everything in our power to preserve and improve them. Keeping your word is a great way to do so.

Companies that use “Go Green, Go Paperless” as a marketing message, value proposition, or call to action, either communicated as such, or implied through phrases such as “save trees,” are not expressing their opinion. They are making a claim and entering into an understood covenant with consumers to deliver on that promise. It’s a promise that they cannot keep.

I received an e-mail from a sales rep last Thursday that has really set me off and I am seeking your advice on how to respond. I’ve never met him. This is the first time I’ve heard from him. Most people would either delete it or ignore it. But I am a sales trainer, hear me roar. I can’t just let this go as much as I’d like to. An injustice has occurred in the sales world and it is my duty to defend on its behalf.

The print vs. digital debate raged in recent weeks between the Printing Industries of America and the founders of Google. Our industry has to figure out—sooner rather than later—that it’s in the communications business, not the printing industry.

Good news. You won’t find it on the evening news, but it’s out there. And your customers want to hear it from you. So, today I’m going to talk to you about seeking, finding and sharing good news.