The title says it all. In this week’s “Short Attention Span Webinar,” Kelly and I talk about the five traits that can be found in a successful printing sales rep. Enjoy!
Attending GRAPH EXPO 2012 or another upcoming trade show? Consider using a low-cost postcard mailing to capture valuable lead-generation information. Running a contest with a prize during the show can be a good way to maximize the gathering of contact information for prospects.
As most printers know, and hopefully appreciate, designers can be persnickety when it comes to our work. A printer does not a designer make...and vice-versa. Here are a few tidbits to help you bridge the gap.
Long gone are the days when a sales rep can act like an order taker and expect to get new business by just being there. Get inside the customer's situation. With a few key questions, a genuine interest, and creative ideas about what your company can produce, you can impress a brand-new prospect to trust your judgment.
Last week, I got an email from a marketing guy at a wholesale printer in the great state of Texas. In response to my blog about how important passion is to your selling life, he sent me this video.
I remember reading a comic strip years ago in which a bunch of people were exiting a conference room and someone was yelling, “...and we’ll keep having these meetings until we figure out why nothing ever gets done around here!”
For many years, Folio: and Readex Research have conducted a survey of magazine production professionals—noting their preferences and tendencies on the subject of creating a finished product. As the magazine industry struggles with technological and financial chaos, it is important to hold the proclamations of industry pundits (including this writer) at arm’s length, and look for data supporting actual change.
Ask 100 salespeople, regardless of what they sell, "What is the hardest part about your job?" and you are likely to hear answers that won't surprise you: Beating voicemail, overcoming the price objection, and managing time. Consider them to be the Sales Triathlon.
The U.S. Postal Service (USPS) ended its third fiscal quarter (April 1 to June 30, 2012) with a net loss of $5.2 billion, compared to a net loss of $3.1 billion for the same period last year. Contributing significantly to the quarter's $5.2 billion loss was $3.1 billion of expense for the legislatively mandated prefunding of retiree health benefits.
Are you afraid of the dark? Spiders? Purchasing Agents? In this week’s “Short Attention Span Webinar,” Kelly and I talk about Selling into Fear. Don’t be afraid. Enjoy!
