• 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
  • 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 […]

    admin August 28, 2018
  • Culturally Speaking

    “Culture has been collectively learned over time and is embedded in routines that have become part of a group and even a personal identity. The key is to understand people.” – Author and consultant Brain Baudis A heartbeat. A mindset. The core from which everything else extends. No matter what word or term you use, […]

    Jamar Laster August 14, 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 […]

    admin August 6, 2018
  • The Oyster and the Pearl

    “Today’s young men live in a paradigm where failure means generational detriment. Through baseball, we can tangibly demonstrate to them the role that failure plays in development.” – C.J. Stewart, L.E.A.D. Most of what Nick Scott remembers about the morning of Aug. 17, 1998, comes to him in slow motion. Hearing Scott describes the circumstances […]

    Michael J. Pallerino July 25, 2018