It’s important to mix in stickier products like durable labels. Account relationships based on these products are much more difficult to dislodge.
Read MoreThe More Challenging the Sale, the Stickier the Relationship
Tag: Sales
The Adversity/Prosperity Quotient
The truth is that true business development tasks are very distasteful. In fact, they are so distasteful, most business owners and sales reps in our industry drive below average results and earn below average income.
Read MoreNever Use the F Word
In sales we need to learn to avoid using the F word. No, not that F word.
Read MoreHow to Guarantee an Income Stream for Months and Years to Come
Why should a distributor take the time to learn the complexities of print when selling promo items is more straightforward and fun? The answer is repeatability.
Read MoreStop Delaying, Start Selling
“I wish I didn’t go to the gym today.” No one has ever uttered those words. To the contrary. We end our day upset because we put it off. Again. “I’ll go first thing” becomes “I’ll go at lunchtime” becomes “I’ll go when I finish up” becomes “I’ll go after dinner” becomes “I’ll go first…
Read MorePlay Nice in the Sandbox – Capitalize on Market Opportunities
In the fast-paced world of the printing industry, the relationship between sales and production is crucial to a company’s overall success. Despite having different goals and day-to-day operations, these two departments must work together to deliver quality products efficiently and on time. When sales and production are misaligned or in conflict, it can lead to…
Read MoreWant More Sales? Cross-Sell This!
Who is the easiest company to sell to? The one that is already a customer. This is why cross-selling and upselling are so important. When you are already selling into an account, it makes sense to maximize your share of that customer’s business. For instance, if you’re selling prime labels, it’s a no-brainer to offer…
Read MoreBe a Student of the Game to Drive Long-Term Success
Game, what game? This is serious stuff and not some kid’s game. You’re right, it is serious. Your employees, customers, suppliers, and shareholders are all counting on you and your team to get it right. Being a student of the game is crucial for business leaders, as it fosters continuous learning, adaptability, and strategic thinking.…
Read MoreA Big Pile of Money
Several years ago, when I wanted to build a new home, I needed ideas for what I wanted it to look like. So, I drove around nice neighborhoods and took pictures of attractive homes. I came upon an awesome home and decided to ask the owner if I could take some pictures. The owner answered…
Read MoreMake Good Decisions with Good Data
When comparing “same-store sales” and “new customers,” you’re essentially looking at two different metrics used to assess the performance and growth of a business. Most Graphic Communication companies are not looking at their business in this manner. I think they should begin breaking out these numbers and let me go into detail as to why…
Read More