• 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
  • Data hunters

    “The ability to measure, analyze and present P.O.P. ROI as part of a sales presentation adds greatly to the effectiveness of the P.O.P. supplier’s pitch and success in securing an order.” When customers enter a retail establishment, one of the first things they encounter is signage – something that directs them to the appropriate aisle […]

    Dan Pulos September 25, 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 […]

    admin September 11, 2018