Sales Pitches Strike Out
(Blog #9 in the ongoing series derived from a book Harris DeWese wrote several years ago—“A Year of Selling Profitably.” The book was written for printers to use as a guide in training their sales teams through a series of two-hour sessions over 48 weeks.)
We have completed nine weeks of sales training. There are 43 more sessions and voilà, you are a millionaire and probably own the company, which by the way, is now much larger and listed among the Printing Impressions Top 400. Unless, of course, you sell for R.R. Donnelley and there’s no place to move up to on the list—but at least you will need a much better accountant to prepare your tax return.
Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.