Are your sales reps struggling to get appointments with major prospects? Sid's article reviews strategies for tackling challenges and understanding the unseen dynamics. Learn how research can enhance your company's performance and profitability. Don't miss out—read now and transform your business strategy!

As promised, Debbie writes about a recent customer loss and how it might have been avoided. She encourages us to align our priorities and treat our customers with commitment, honesty, and continuous communication. No ghosting allowed!

  By Sid Chadwick “If you could take your experiences and ask to trade them in, the ones I would (not) trade would be the failures. Those are the most valuable ones.”...............................................................Jerry Seinfeld INTRODUCTION: “Ignorance” of opportunities with your Suppliers… is no excuse…for… “Neglect.” You… have no...

Sid reviews how many organizations only realize they have a new account when an order comes in. Their reps often pursue prospects without a detailed review, wasting time and resources by not evaluating the prospects. What are your Reps costing the organization each week?

If your company needs a reset, ​this CEO’s letter to his leadership team will be of interest. “Organizations that endure…will be those that are not just nimble and innovative, but those that embrace their core purpose...in the work you are doing to address not only the systemic challenges the company is facing but also take the extra critical step...

With head-count cuts and squeezed margins, buyers are pressed for time and results. Sid reviews promoting talented, ambitious CSRs to Inside Sales roles, avoiding road hassles and leveraging their social skills. This strategy can transform your team and boost your business development.

PSPs, learn how Wide-Format printing can increase your sales. In this article, you will gain insights on how to grow your business with Wide-Format printing. Debbie reviews Retail, Architecture, Fabrication, and more to help secure your long-term success.

Debbie has just dropped her last column for 2024 – a must-read! She highlights what it’s truly like in the printing business, yet she still loves it! And she hints at what she’s working on to make her columns even more valuable in 2025.

Sid’s column discusses how suppliers often lack self-promotion and supporting collateral, leaving customers unaware of their full capabilities. This gap can result in significant missed opportunities. It was pretty easy for him to uncover well over $500,000 of annual repeat business from current customers – that our client is not receiving…from cur...

Years ago, I managed thirty District Managers and Reps. I handwrote personalized letters each Christmas to show my appreciation for them. This built strong relationships and contributed to our annual revenue growth. This holiday season, write personal notes to your team and key suppliers. Handwritten notes are cherished because they are rare.