April 27, 2015
David Fellman & Associates
More than 500 responses were received ranging from full-time sales representatives and owners in the full-time sales role to part time salespeople and owners/managers with no sales responsibility.
February 15, 2015
David Fellman & Associates
Research study will determine what skills, attitudes, and personality traits are most important to printing salespeople.
Success in the modern marketplace requires good near vision and far vision -- and a fair share of optimism.
Kelley Holmes sits down with Dave Fellman and talks about the printing industry.
The long sales cycle required for successfully selling print services delivers long term rewards. Consistency and persistence are essential.
Chinese New Year began January 31, so if your sales and marketing resolutions have fallen short so far, MyPrintResource.com is here to assist.
If you want to promote your company as a marketing services provider, you need to proactively demonstrate your marketing skills - by marketing!
Most print owners can't afford top of the line salespeople. To compensate, they need to learn how to get better-than-average performance out of an average salesperson.
By my definition, micromanagement is not about making all of the decisions, large or small. It’s about building a team that can be stronger, more efficient, and more effective than any individual.
Most printing salespeople are undermanaged and will be far more productive if they receive closer supervision and a guided work plan.
There’s almost nothing that scares me more than hearing someone described as a “natural” salesperson. That’s because selling itself is somewhat of an unnatural act.
Direct mail still works! But you have to accept that direct mail is no longer limited to ink and/or toner printed on paper and delivered by the USPS. An email can be just as direct, and a lot less expensive.
No one is suggesting infringing on the rights of others, but you might want to discriminate against workers who don't perform and customers who waste your time and resources.
You have to sell the customer, not the printing company. So ask yourself if you are locked into a presentation style as opposed to a consultative selling style.
Tips and advice for getting the best ROI from your sales entertainment budget.
Is it ever a good idea to down-sell a customer who asks for an expensive product, even if the result is a happy customer? Dave Fellman posed this question using a recent experience of his own and the world of social media chimed in. What do you think?
All over the world print salespeople are the same: they all think their market is different.
Adding new core products can bring flexibility and growth to your sales strategy.
A well trained gatekeeper makes you look good to your customers
Be mindful of how you phrase assertions to customers and prospects
In sales, you can lose the battle but still win the war.
You can’t sell to everyone. Selling is a numbers game that is stacked against the salesperson from the beginning. So work to change the odds.
The three most important things to look for in a salesperson are intelligence, a competitive nature, and an appreciation of the finer things in life.
It’s not too late to get back on plan for 2012—or to make a plan in the first place
Boomers, X's, and Y's respond to different marketing styles.