• Mythbusting The trick is to introduce content marketing at the right time during the buyer’s journey to keep your lead’s attention and move them along the funnel. I’ve met a handful of printers lately who have some misapprehensions about content marketing. The common assumptions seem to be that content marketing is: Only for very large companies […] December 4, 2018
  • Beyond the firewall Security of your organization and its data is “a journey, not a destination.” While there’s no such thing as being 100 percent secure, it’s a matter of due care and due diligence as a standard practice that mitigates risks. Nobody is safe. When it comes to cybersecurity, that’s the message Pete Kowalczuk wants you to […] November 27, 2018
  • M u l l i g a n!! “Boring buyers is a crime, even when your information is useful. Plan meetings to keep buyers engaged and entertained.” Imagine this. Bob, one of the biggest print buyers in town, meets with a salesperson named Ralph for the first time. They sit in a glass-walled conference room and chat. The meeting ends. Bob walks Ralph […] November 20, 2018
  • Winning the Marathon “When your message aligns with the buyer’s priorities, your lead is more likely to act.” Marcia knocked on Brian’s office door with a grin on her face. “I sold MegaCorp,” Marcia said. “They just gave me my first job.” “That’s great,” Brian said. He was the VP of sales at Big Print, and Marcia was […] September 11, 2018
  • Topsy Turvy “Whether your customer is B2C or B2B, every company has customers. Make this year’s strategy all about those customers.” One of the many things we love about sales is a pervasive willingness to try new things. We’re always looking for a new skill, tool or strategy to up our game – increasing revenue, building competitive […] August 28, 2018
  • Baiting the hook “Emails get missed at a higher rate than print does. We’ve found across all audiences that the physical inbox has less clutter and every piece is viewed versus our digital inbox that is constantly overflowing.” – Elton Mayfield, Co-founder, ER Marketing If you ever wanted to swim with the sharks then heed the lesson of […] August 6, 2018
  • How to Get from Point A to Point B “Customer retention is much less expensive than custom acquisition. So, I believe you must devote the lion’s share of your time to retention and developing devout followers. In this day and age, people buy from only those that they trust on some level.” Marketers spend a great deal of time wondering if what they do matters. […] June 5, 2018
  • Be The Buffalo “The storm is changing the landscape into one that demands visionary and creative people. There is no longer a need for people to tell us what they know. We can know what they know in 30 seconds.” Based on an old Native American parable, it is said that the cow runs away from a storm […] May 2, 2018