Having been on both sides of the fence, I can tell you unequivocally, that 90% of sales people have no idea how to sell at the C-Level. You have to think completely different. You have to put yourself in the “operating reality” of the executive and look at problems and opportunities through their eyes.
The Dead Tree Edition Research Institute and Binge-Watching Society has been busy making sense of the year…
It was the weekend before Christmas, and all through the house, not a wallet had opened, we hadn’t even gone out. …
Have you ever worked for a boss whose temper flare ups rival those of a cartoon character? What did you learn? Now, have you ever BEEN that boss, that person whose reactions to issues put you in that same league? How 'bout considering a different outcome? This week's blog by Bill Farquharson offers you the choice.
Is activity the real key performance indicator driving your sales teams to success? Let’s break it down. Here is the basic equation you should use to measure your pipeline effectiveness...
My personal involvement with M&As began when I was the president and CEO of a family business that originated as a newspaper publishing company in 1906. During my tenure, we sold our non-heatset web division and after that our sheetfed operation. Later, as president and CEO of the Printing and Imaging Association of Georgia, I worked with a number of our members who were considering M&A transactions of their own. This experience taught me two things...
Building a successful multi-channel marketing campaign is a bit like making a cake. For the recipe to be a success, you need to add all of the right ingredients. In order to help you do so, let’s take a look at some dos and don'ts for executing multi-channel campaigns that will keep your clients and their customers happy.
Printing is a game of numbers, a game of metrics. From the very earliest stage — the bid — estimate numbers rule the process.
"The light! The light is incredible!" Words uttered in awe by a senior printing company executive as we walked with him into the depths of the ancient temperate rainforest on Canada’s west coast. The subtle beauty of this natural forest cathedral generates a state of wonder.
Identifying key components of sales success is a matter of rating yourself (or your sales team) on four issues. Read this week's blog by Bill Farquharson to find out how you stack up.
