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How a Special Forces officer used TLC on some difficult prospects.
By Brian Sullivan
Major Ed Croot, part of the Army’s elite Special Forces, doesn’t look at himself as a hero. While embarrassed at the tag, he appreciates the fact that throughout his short return home in the States, thankful Americans rarely let him pay for a haircut or a beer. And he says this unwavering support and gratitude is given almost everywhere he goes. (more…)
Fast-tracking to pricing disciplines.
By Graham Garrison
When Jeff Major is working on an estimate for a customer on an intricate project, he’ll often call on the services of a mock up.
“As you get a project that looks intricate, or has an unusual fold, I go and create a mock up, find the stock that’s closest to the piece to include it with estimates, so there is no doubt about the project in the estimator’s mind,” says Major, an account executive at Sacramento, Calif.-based Dome Printing. (more…)
What print buyers think is good as gold in a sales call.
By Graham Garrison
There was probably a moment during the call when Marty Peterson thought to herself, “What exactly is this guy selling?” Peterson, partner and director of production services for Eric Mower and Associates, doesn’t mind hearing out a sales pitch from printers hoping to lure new business. She just couldn’t believe that the print sales rep in front of her was puffing his chest and telling her how good he had been – at selling insurance.
Seriously? Insurance? (more…)
Here’s how to communicate your value to potential customers in a tough economic climate.
By Linda Bishop
“I’m sorry Joe, but I awarded the project to a different vendor,” Nancy said.
Surprise painted a picture on Joe’s face. Nancy had been his customer for more than a year and he had expected to win this bid. “Why?”
“I got a better price.” (more…)
Is it time to look at a new approach to selling?
By Mark McCombs
Ever get a call from a salesperson, and you can tell that they are a little too eager to sell you something? Many sales trainers will tell you that you need to come across as positive and upbeat in order to make the sale. However, if you’re like me, you get uncomfortable and turned off by this traditional sales approach, and just want to get off the phone. (more…)
Neenah Paper’s CLASSIC® Linen is a Sensible Luxury
As one of Neenah Paper’s popular heritage brands, CLASSIC® Linen has long been recognized for its consistent visual texture and dependability on press. This Writing, Text and Cover paper has always been available in appropriate business whites and light colors, and over the years the palette of accent colors has been modified to answer the demand for strong, corporate colors. (more…)
What salespeople must do to prosper in the future
By Marc Miller & Jason Sinkovitz
Kind of ironic that a sales-based magazine would recommend a book called “Selling is Dead”. Despite the title, Marc Miller and Jason Sinkovitz’s book is not about the death of sales. It’s actually about the rebirth that salespeople must undertake to prosper in the future. (more…)
Renton, Wash.-based K/P Corporation has completed the build out of a new 125,000-square-foot fulfillment, print and direct mail facility. K/P is combining operations from its two current facilities in Seattle and Kent into a single, larger facility to be fully operational by Aug. 8, 2008. (more…)
I’ve got a chip on my shoulder, and it’s getting larger every day. The more and more I hear about our economic woes and tough times, I get more and more steamed. If one more person tells me “everything will be fine because the economy is cyclical and it will come back,” I am going to lose it. (more…)
