Take them to the top! Women are more ambitious than ever…wanting to secure a management and leadership position within printing. Note to reader: Women are like a tea bag -- you can’t tell how strong she is until you put them in hot water! Sound familiar? 

In the sales world, it's not uncommon to have that one superstar rep selling at top dollar while the rest lag behind. How can you close the gap in pricing skills for a more robust bottom line?

While some associations cling to outdated notions, a new wave of forward-thinking organizations thrives. They focus on tailored strategies, niche excellence, and continuous improvement, resulting in soaring revenues, margins, and customer loyalty.

PSPs better care!  I see customer service continually being pushed to the back of the line.  The passive and transactional customer service business approach is not working!

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...

Upgrading print-related technology can be costly. However, the cost of upgrading may remain the same whether you upgrade sooner or later. The cost of inefficient and outdated technology is unrecoverable and increases over time, leading to decreased quality and productivity. This discussion reviews options for analyzing upgrade costs and implementat...

Let's address a pattern I observe in many printing companies: Sales Reps selling one-way – meaning -- if they sell offset, they don’t sell wide-format, nor do they want any part of it. I don’t find this acceptable, do 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.

Look if the shoe fits, then wear it. However, if you believe you are in the right and have something you need to get off your chest with your customers, then you owe it to yourself and your customer, to be honest. Please set up a face-to-face meeting with them; be open, transparent -- most importantly, introduce them to a solution.