Part IV: Assembling Your Roster
Note: This is Part 4 of a 9-Part series based on the book “Business Transformation: A New Path to Profit for the Printing Industry“ We have gone over the strategy you need to make your transformation...
View ArticlePart VII: Guide To Selling Marketing Services
One of the major challenges faced by a printer that wants to offer marketing services involves changing their sales strategies and tactics. There really is a big transition from commodity-based sales...
View ArticleLinkedIn: Moving from a Connection Collector to a Sales Generator
When people talk about how they are using social media in the marketing efforts, Facebook and Twitter are often the first answers given. Sure, they might be on LinkedIn. But they may currently only...
View Article3 Ways That Printers Can Sell Mobile Websites
There is no doubt that the world of mobile is creating many opportunities for folks in the marketing and communications industries. Mobile technology has opened up new ways for companies to reach...
View ArticleThe Inbound Marketing Low-Down
Over the next few weeks, I’d like to share articles in a series that is focused on one major theme: How companies in the printing industry can use inbound marketing to grow their business. Here is...
View Article5 Points on Inbound Marketing and Lead Generation
The whole point of inbound marketing is lead generation. You are taking website visitors and hoping that they lead to eventual sales. But you can’t take gigantic steps to get there. You need to take...
View ArticleCapitalizing on the 2012 USPS Mobile Barcode Promotion
For the second straight summer, the United States Postal Service is offering a discount to companies that include a mobile barcode on their mailings. While I believe that last year’s promotion helped...
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Marketing Automation and the Sales Funnel
When it comes to marketing, I absolutely love talking about the various ways that companies can increase awareness of their products & services and then generate leads. If you are a services...
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How Your Past History can Hurt Future Sales
If you have had hiccups adopting new technology or rolling out new services in the past, your sales reps are not going to forget it – particularly if it burned them with a client or two. You may also...
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The Number One Sales Question
If you are introducing new services and want a well prepared and effective sales team, you want them to understand what they are selling – that’s a given. As I said in my last post, they also need to...
View ArticleHybrid Model for Advanced Marketing Services
A savvy service provider that leads with opportunities centered on marketing technologies and logistics can introduce concepts such as “customer centricity”, interactive dialogue, relevancy of follow...
View ArticleFiring the Client and Entrepreneurship
Sometimes you need to fire your client. God, that’s a hard one for me. After 16 years at the helm of my own company and over 700 clients, I’ve only given a client the pink slip four times (and once it...
View ArticleWilliam Shatner and Sales
There was a very nice personality profile of William Shatner in the New York Times by Pat Jordan. Shatner, of course, came to fame in 1966 in Star Trek. He speaks with a charming combination of...
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