Podcasts

Sales Clinic: Gimme a Good Reason!
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One of the most critical obstacles that most printing salespeople face is the challenge of getting printing buyers to do what they want them to do. That may mean placing an order, agreeing to meet with you, or simply returning your phone call.Dave Fellman...
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  • Sales Clinic: Gimme a Good Reason!
    Sales Clinic: Gimme a Good Reason!

    One of the most critical obstacles that most printing salespeople face is the challenge of getting printing buyers to do what they want them to do. That may mean placing an order, agreeing to meet with you, or simply returning your phone call.Dave...

    Podcast • October 28th, 2011

  • Executive Suite: What To Do

    Podcast • October 28th, 2011

  • Stop Sending Me Junk

    Sales trainer Dave Fellman says he doesn’t classify direct mail as junk just because he didn’t ask for it. But he does call it junk if it’s unlikely to provide a return on the marketer’s investment. In this podcast, he explains how to use QR...

    Podcast • October 27th, 2011

  • Be Good to Your Tomorrow Man or Woman
    Be Good to Your Tomorrow Man or Woman

    Dave Fellman’s podcast "Be Good to Your Tomorrow Man (or Woman)” may sound a little esoteric at first, but it offers good, solid advice. What we do today, he says, directly affects who we will be tomorrow. If we plan properly and lay the right...

    Podcast • October 27th, 2011

  • Buying Groups How Big a Threat?
    Buying Groups How Big a Threat?

    Sales trainer Dave Fellman says he's not sure printers can do anything about customers joining buying groups. You can, however, position yourself so that in the worst case scenario, you might lose a battle, but you won’t lose the war—and in the...

    Podcast • October 27th, 2011

  • How to Use Poker Skills to Increase Sales
    How to Use Poker Skills to Increase Sales

    Dave Fellman postulates that some of the lessons and strategies of poker can be applied to the challenges of printing sales. So if you're ready to increase your sales and improve your selling techniques, take a seat at the table and get ready to...

    Podcast • October 27th, 2011

  • Purple Cows Revisited

    Purple Cows?!! Dave Fellman shares some insights from Seth Godin, best selling author whose books include "Purple Cow: Transform Your Business by Becoming Remarkable". In this podcast you'll learn about ideas that spread and the buying revolution, how...

    Podcast • October 27th, 2011

  • GRAPH EXPO Reflections
    GRAPH EXPO Reflections

    Podcast • October 7th, 2011

  • What is Drip Marketing?
    What is Drip Marketing?

    Drip Marketing is a communication strategy that sends a pre-written set of messages (“drips”) to customers or prospects over time. Columnist Sudhir Ravi explains exactly how it works and what it can do for your company.

    Podcast • October 7th, 2011

  • Sales Clinic: Without Really Trying
    Sales Clinic: Without Really Trying

    Personal productivity, for owners and employees, is an essential element of success. And the chances that you can be successful “without really trying” are slim-to-none. Sales expert Dave Fellman explains...

    Podcast • October 7th, 2011

  • Sales Clinic: Do You Have Happy Customers?
    Sales Clinic: Do You Have Happy Customers?

    Dave Fellman asks, how do you know whether you have happy customers? The answer is really pretty simple. You ask them! You do not assume that they’re happy with the quality or service that they’re getting from you. It’s a little crude, perhaps...

    Podcast • October 7th, 2011

  • Sales Clinic: Recipes for Success (and Disaster)
    Sales Clinic: Recipes for Success (and Disaster)

    From the paper and ink or toner to the smile of your delivery driver, print customers want consistency. Dave Fellman says give them service and products they can count on and they will stick with you for the long term.

    Podcast • October 7th, 2011

  • Sales Clinic: What Do You Sell?
    Sales Clinic: What Do You Sell?

    Dave Fellman believes that most salespeople do a poor job of explaining what they sell – what prospects and/or customers could be/should be buying from them – and that most salespeople also do a poor job of networking. Don't leave it up to a...

    Podcast • October 7th, 2011

  • Executive Suite: The Carnival Barkers
    Executive Suite: The Carnival Barkers

    Technical knowledge is wildly overrated in print sales. It's easier to teach printing to a salesperson than it is to teach sales to a printperson.

    Podcast • September 22nd, 2011

  • Is the Pricing Right?
    Is the Pricing Right?

    Senior consultant Bob Hall observed that, even though most printers have installed some type of estimating software, a lot of them are still pulling prices out of the air. You can’t reap the rewards if you don’t use the tools, so why are they not...

    Podcast • September 12th, 2011

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