Business Management - Marketing/Sales

Losing an account is unfortunate, but it happens to all of us (except Kelly, of course!). In this week's “Short Attention Span Webinar,” we talk strategies for regaining that lost business.

In addition to now owning a world-class branded customer forum and solidifying partnerships with key vendors that help defray the cost of the event, Rider Dickerson has experienced immediate sales results from hosting printForum. The overarching value is the community that it is building.

At PaperSpecsGallery.com, we’d expect a print broker to have a great business card, and that’s exactly what Aslan Graphics has. Feast on these designer elements: the texture of the raised engraved ink against your fingertips; that white against black on the edge of the card; those lovely little notches in the side; and the great thickness from laminating two stocks together.

We like to think we can just pick up the phone and ask for favors from our vendors, and while that may be true some of the time, it can be true all the time if you do two things:

As you sort through your social media program, there are seven marketing tactics that will increase your reach and engagement with customers and prospective customers. These are just the basics, but startlingly few B2B marketers truly use them.

It seems like such a simple part of the sales process, and it is, but follow up is also the most neglected—and potentially the most important, too! Watch this week's free “Short Attention Span Webinar” for more on the subject.

Email list development should be an ongoing process. If you make it quick and easy for subscribers to share your content, you’ll help your enewsletter reach a wider audience. Cross-promote your email offerings via your social media, website and print marketing activities.

I have read a lot of advice to sales reps. In the spirit of balance, I think there are some things that all these advisors need to hear from us hard-working sales reps. Pet peeves - we have a few.

Remember that old “$100,000 Pyramid”* game show? Each contestant’s partner tried to get him/her to guess the names of categories. If I hosted such a show, there’d be a category called: “Things that Print Buyers Won’t Tolerate – for Long.”

Unicorns are all ideas and creativity, but very little execution and follow through. Being a unicorn is not fatal. There just are a few things you’ll want to do to make your unicorn-ness produce sales results and profits for you.