Smart buyers will quickly discern suppliers with a caring culture from those who lack it. If your sales representatives struggle to secure repeat appointments with key buyers, there are valid reasons behind it.

Today, organizations in our great industry are growing organically, with strong backlogs, while similarly equipped competitors down the street are starving for work or closing their doors. No one closes their doors with successful sales leadership Successful sales leadership requires that you...

At a recent CEO Peer Group Meeting, a spirited discussion included the lack of planning to replace experienced, retiring, top-performing legacy Sales Reps. This portends a troubling future for any organization and its leadership.

Why do your reps overcharge a customer? Does your company need policies re. overcharging? Some reps are more interested in short-term, immediate income rather than negative long-term market consequences. That can be catastrophic.

We lose customers too often…quietly. Six to twelve months - or more - after they’ve gone elsewhere, someone up the ladder finally sees the drop-off in revenues and asks, “What happened to Ms. Smith?”

From multiple sources, I'm hearing, "Buyers want to see supplier Reps – that can tell them, 'What's New', and 'Information they can use, that won't waste their time'." Our standard: give them at least two pieces of useful information on every sales call.

On May 28th, Panaprint celebrated 50 years in business as a successful Commercial Printer specializing in the production of a wide range of publications, general commercial work, and Wide-Format. Here are my observations on their Value System.

Production and sales staffs knew for possibly the 1st time in their careers they had a leader who would not wait for the phone to ring. This leader recognized the value of relentless, relevant education for the whole team. Are you that leader?

After talking with a group of owners, it's my observation that too many commercial print companies operate much like those companies, mediocrity at its best. Read what you can do to change it.

When was the last time you wrote a "Thank You Note" to a customer or a supplier? I had my client's team do this for two weeks. Upon my return, I could practically taste their excitement to share their stories and emotions about what happened.