Business Management - Marketing/Sales

One of the bright spots in our industry is the growing demand for digital printing, often including variable data (VDP). But uncovering the clientele best suited for these types of high-margin printing applications can be quite challenging. This webinar will focus on knowing how to spot a good fit by delivering 10 practical ideas for places to look.  

Join renowned printing industry sales experts and consultants Bill Farquharson, President of Aspire For Inc., and Kelly Mallozzi, President of Success.In.Print, for Part One of a special webinar series focused on digital printing and 1-to-1 personalization growth opportunities.

You will learn:

• How to find the best, hottest, and most lucrative digital and VDP jobs;
• How to use the Internet to prospect (Hint: There's more than just Google!);
• "Old-school" methods for prospecting that will surprise you;
• Networking and social media usage to maximize your efforts.

Sponsored by: Oce' - a Canon Company

To view this webinar, click here.

A common objection now is, “Print is dead. We are putting everything on the Web.“ In theory, that works. I mean, if you don’t print and you don’t mail, you’ll save a bundle. How are people going to find out about your website?

One proven way an organization can differentiate itself from its competition is by creating a brand-marketing program that is far and away better than anyone else’s. And the best way to do that is by integrating both print and digital media in new ways that others haven’t.

When researching new business opportunities, make sure you’re asking the right questions in order to solve the right problems. That may sound easier-said-than done. But all it takes is a little business and marketing common sense to avoid this common research pitfall.

I’ve had an ever-increasing number of conversations in the last month about how things are “out there” for all of you who sell in this industry. And I understand that for many of you, it is not pretty. You are not alone.

Psst! Hey, Bill. It’s me: Your conscience. What’s going on? Are you still making excuses for not staying consistent with your prospecting efforts? What’s up with THAT? You’re having a record month BECAUSE of the consistency you showed in May.

I used to believe that you called on a prospect and provided a “presentation.” You began by telling about your employer and what the company could do. This put a huge onus on the salesperson to speak in an organized, interesting, entertaining, complete and persuasive monologue.

I can’t think of any organization that’s doing all that it could to communicate effectively with its customers. Most organizations do not score above 85 percent in communications assessments. Here are three essential rules for effective strategic marketing and communications:

Weighing the value and cost of information can help market researchers ensure their activities are as cost-effective as possible. How valuable research is depends on the reliability and validity of your findings, as well as your willingness to accept and act on these findings.

No, I am not talking about drinking an Irish Car Bomb at the bar tomorrow night. It’s a reference to a very well-known and way overused quote by Wayne Gretzky, “You miss 100 percent of the shots you never take.”