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 The cost of inefficient and outdated technology is unrecoverable and increases over time, leading to decreased quality and productivity.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.

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.

It’s time leading business publications recognize companies in the country’s most significant manufacturing segments - print providers. Being honored by FastCompany’s Most Innovative Award is an excellent competitive differentiator. Every print provider we have ever met, interviewed, or read about is innovative. The submission deadline is soon. Rea...

The decline of customer service in the print industry leaves only one thing to discuss with customers…price! It’s time we put customer service back in service! Read more….

If your tradeshow and related sales demonstrations are due for an upgrade, this "Reimagine Your Tradeshow Presentations" series should be of excellent value. Although the series is designed to stimulate ideas for enhancing tradeshow presentations, it might also provide ideas for your team's sales presentations.

Your company depends on profit to stay in business! But have you ever been tempted to take work at a loss to keep your equipment purring? Don’t do it… read more!