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Sales & Marketing

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Johnson’s World: Know When to Hold ’Em, Know When to Fold ’Em

Ditching unprofitable customers can improve your bottom line.

Article • February 1st, 2013
Sales Clinic: Sales Growth Requires Great Customer Service

Selling printing or any service is a relationship business. Since so much of producing printing products and services is customized, building trust and personal relationships are vital in maintaining top customers.

Article • February 1st, 2013
Online Sales Clinic: Discrimination in the Workplace (but in a Good Way)

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.

Article • February 1st, 2013
Mail Room: Ask Sandra

It would be helpful to have some statistics that support my new marketing suggestions to show to businesses that are considering using my services. Do you know of any?

Article • January 1st, 2013
Johnson's World: For Us or Against Us

Have you ever listened to a pitch from a salesman who didn’t believe in his own product? How are you ever going to convince your prospects of the value of print if you don’t believe in it yourself?

Article • January 1st, 2013
Sales Clinic: Teach the Kid, Not the Lesson

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.

Article • January 1st, 2013
Case Study: Case of Business Threats, Part 3

Just because it’s old doesn’t mean it should be disregarded. Most business threats remain the same over time, regardless of technology changes. In our first installment I related the nature of a threat as well as the major test of financial...

Article • January 1st, 2013
Digital Original: 5 New Year’s Resolutions to Improve Your Business

Losing weight won’t increase your profits, but these resolutions will!

Article • December 1st, 2012
Grab Attention with Cross-Media Marketing

Savvy print providers who are looking to expand their services beyond printing are viewing cross-media marketing as one key growth area. The best campaign efforts are those that mix an array of media, but allow for accurate quantification of results.

Article • December 1st, 2012
Priority Mail: Direct Mail is Still a Viable Marketing Tool

Study results show that direct mail is still a necessary part of a complete marketing program

Article • December 1st, 2012
Online Sales Clinic: Get More Bang for Your Entertainment Buck

Tips and advice for getting the best ROI from your sales entertainment budget.

Article • December 1st, 2012
Five Steps for Salespeople to Create More Value

How printing salespeople get ahead by adding value

Article • December 1st, 2012
Good Selling Or Bad? The Question Goes Viral.

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?

Article • November 5th, 2012
Getting into Verticals: Healthcare

Do your homework, then tap into the surge of the healthcare industry

Article • November 1st, 2012
Mail Room: Ask Sandra

One of my customers only sells business services to other businesses. I want to suggest a direct mail campaign, so what are the best offers to include?

Article • November 1st, 2012

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