SALES & MARKETING

• The Sales Challenge

  

  Good News: Your Client Just Closed

  By Bill Farquharson | May 21, 2013

  What if I told you your biggest account would shut down in 30 days and further, what if I added that this was GOOD news? Read Bill Farquharson's blog for an explanation.

• Paul Castain's Sales Playbook

  Your Dream Is Scarier Than Joe’s

  May 23, 2013

  I was taking a drive to my favorite campground (and lending some really bad background vocals to a song on the radio) when it happened . . . Some dude in a really nice Corvette convertible passes me. The guy is happy as can be (as well he should be for being able to pass my [...]

• Margie's Buyer Insights

  

  4 Ways to Mine a Printer’s Website for Hidden Gems

  By Margie Dana | May 03, 2013

  Building a social media presence is easy for printers if you mine your Website for great content. Think “value” and “informational,” not “sales” and “promotional.”

• Building Brands

  

  Use a Visual Cue to Ask a Question

  By Tom Marin | May 24, 2013

  Using simple visual cues on your Website, in your interactive tablet presentations, and in your sales presentations seems so simple, yet its impact is very compelling and persuasive. With just one click you will be able to open up a meaningful conversation.

• View from Mount Olympus

  

  Use Press Releases to Get the Word Out About New Equipment

  | May 24, 2013

  Just installed a new piece of equipment? Press releases will help us spread the word to your customers. If you can get this announcement picked up by leading industry news outlets and blogs, it’ll convey an authority and sense of importance that your marketing promotions simply can’t match.

• Profitable Print Relationships

  The third myth of print sales: prospects are fascinated by the features and benefits of your company

  May 16, 2013

  I love all the features of my car. I like the 170 bhp engine which makes acceleration so easy. I like my 18 inch alloys which hold the road so well. I like being able to control the contents of my iPod from the steering wheel. And the climate control keeps the temperature just right. [...]

• Pressing Ahead

  

  How’s Your Customer Satisfaction? Do an Employee Survey

  By Michael Casey | April 23, 2013

  If employees are happy, they will enjoy working there, and the end result is that customers see the benefits as well. Don’t be afraid to hear what your employees have to say. Most companies fear the worst, but these fears are unfounded. If done right it can be a very positive experience.

• Gutenblog

  

  Free Mobile Website for Printers!

  February 08, 2012

  Hi everybody! Here is an important announcement I wanted to share with you. I have a cool new mobile website service available free for you to use for your printing firm. The free mobile website is stylish, but elegantly simple. It is available to all printers, whether or not you are a customer of mine. [...]

• The Mañana Man Online

  

  How the 4 Types of Salespeople Find Success

  Harris DeWese | July 11, 2011

  These horrid conditions in the ’80s led me to think about the role of the “print salesperson” and what led to the broad lack of success for many and the soaring success of a few. It occurred to me that there are four types of salespeople.
  

• Thoughts from the bleedingEDGE

  

  Creating Memories is the Holy Grail of Customer Service

  Clay Forsberg | May 24, 2011

  Why is it most companies only concentrate on making sure things run perfectly without event—hoping nothing bad ever happens? That, unfortunately, won’t create any good memories either; just no memories at all. We remember the out-of-the-ordinary experiences—whether good or bad.