About a month ago, I gave a talk to a bunch of printers and finishers in Chicago. Sales compensation plans were on this group’s mind. In this column, I’d like to tackle one component: Payment on “value-added” services. Whenever this topic comes up with clients or industry friends, my vote is a resounding “nay.”
He said WHAT??? The dumbest things a print sales trainer can tell you is the subject of this week's “Short Attention Span Webinar.”
Getting thwarted by the gatekeeper is one of the most frustrating parts of cold calling. Three simple tips—leaving a negative checkoff voice mail, calling when the gatekeeper’s more likely to be out of the office, and using the prospect’s first name—could be all it takes to vault over the gatekeeper and get your prospect’s attention.
I love to laugh. No, make that, I LOVE to laugh. I took one look at a jumbo postcard I got from a book publishing company, did a double take, and let out a HOWL of a laugh.
I took last week off from writing because my daughter was hospitalized. As often happens with a life event, I found myself reflecting on the big questions. And it got me wondering about all of you. Do you LOVE your work?
I have nearly completed my six-week sentence consisting of a cast covering the palm of my hand and extending two-thirds of the way to my elbow. Being a one-handed man has humbled me and taught me many lessons.
How do you know if your print salesperson is prospecting? Find your answers in this week's “Short Attention Span Webinar.”
It’s easier to switch brands today than ever before. There are so many FREE OFFERS everywhere that when someone asks for payment or an opt-in, people turn away and look for someone who doesn’t require that sort of upfront commitment.
Studies have shown that successful salespeople ask 20 times more questions. Unsure what to say to cold prospects once they pick up the phone? Simply ask a few questions to discover what they need in a commercial printing services provider.
I have started a project and would love your help. I want to interview new print buyers to discover how they’re learning about printers and printing, paper and color issues, digital vs. offset, ecommerce vs. brick-and-mortar printers, and so on.
