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?

Maintaining strong customer relationships is crucial – but what happens when a loyal and faithful customer calls you out because of lousy quality (OUCH!)? Keep reading to find out how Debbie underscores the need for open and truthful conversations with customers always!

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.

The printing pool of qualified candidates for employment in our industry has significantly diminished. Many industry experts argue that this situation is largely our responsibility; we have not done enough to prepare for the future by effectively engaging and training younger generations in the world of PRINT. It’s time to shake things up!

If you want your sales force to continually close deals, they need you to motivate and empower them, not micromanage them. To be clear -- individuals drawn to sales hate and they disdain being micromanaged. Learn more.