• The Buyer Whisperer

    What do today’s buyers want? Talk about a general question. While nobody likes to answer a question with a question, Martyn Lewis believes there’s a logical place to start. He suggests beginning with the fact that nobody buys anything because of a sales process—they buy because of their own buying processes. The longtime sales consultant […]

    Michael J. Pallerino January 15, 2019
  • Channel Crossing

    Most cross-channel efforts actually are expensive and involved, so the goal can’t be “engagement.” The end game should be about sales and revenue. Dan Goldstein sees it every day. Today’s marketing managers are faced with numerous marketing channels, which can be both helpful and challenging. With so many options at your disposal to build your […]

    Jennifer Morrell December 11, 2018
  • 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 […]

    Sarah Mannone 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 […]

    Michael J. Pallerino 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 […]

    Linda Bishop November 20, 2018
  • Mind Mapping

    “With ideas captured, you can put it into some form of organization – to link together similar thoughts in a visual way.” — Piyush Patel, Founder, Digital-Tutors You’re sitting cross-legged on the floor of your office. The carpet is covered in markers, stickers, post-its and pens. Your fingers are stained with streaks from the fluorescent […]

    Jessica Gray November 6, 2018
  • The Anatomy of a Campaign

    “Understanding the strategy behind the entire project allows us to create pieces that tell a story and create a connection from piece to piece.” — Jeff Oehmen, Founder & Chief Creative Officer, Good Omen Creative The edict was simple: increase sales. As Brett Farmiloe recalls, the instructions don’t get any simpler than that. Like most […]

    Michael J. Pallerino October 22, 2018
  • Stylin’ & Profilin’

    Follow your customers. Follow your prospects. Watch to see what they post and what is new with them. True story. One of my daily habits is to look at updates from my connections on LinkedIn. Not too long ago, I saw an announcement from a designer letting her network know she had taken a new […]

    Linda Bishop October 9, 2018
  • The Vanishing Printer

    “Buyers are a lot younger now. The typical buyer used to be a white man over the age of 50, but now the buyer can be potentially ethnic, female and a Millennial.” – Sarah Scudder, CEO, ProcureIt5 Once upon a time, printers defined themselves as product suppliers. They’d send salespeople to various customers to discuss […]

    Alyssa Ruane October 2, 2018