Sappi Fine Paper North America Launches Tempo™
Sappi Fine Paper North America announced the launch of Tempo™ – the only paper product that enables printers to increase press room productivity while containing costs without any capital investment, according to the company. (more…)
Why the word “no” should get to you.
By Brian Sullivan
OK salespeople … say it with me. “I love the word ‘No!’” Again. “I love the word ‘No!’” Now try this one … “I love rejection!” Again. “I love rejection!”
The reality is, we hate the word “no.” We detest prospects who tell us “no.” In fact, we detest everything that the letters N and O stand for. We loathe no’s attitude, its appearance and everybody “no” associates with! (more…)
How sales reps who embrace the authoritative sales approach will have a leg up on the competition.
By Peter Ebner
During the past 30 years, print sales has undergone a number of changes. However, the industry is about to undergo its most dramatic transformation yet. As in the past, those shops that embrace change will flourish, while those that try to hold on to traditional selling models will quickly find themselves struggling to retain market share. (more…)
Reps can avoid solving today’s problems with yesterday’s tools by educating themselves on new services.
By Bill Gillespie
I learned about fulfillment the hard way. I had sold a POP kit that was going into drug stores around the country. It was a sweepstakes and it involved an entry pad and poster. The winner in each local market would win a skateboard.
It was a new client and I was excited to have the sale. I wanted to collect my purchase order and get back to the plant before anyone could change their mind. Before I could leave, the buyer looked at me and asked, “Do you fulfill?” To me, this meant that the client was simply asking if I was able to ship his kits to the 2,500 drug stores participating in the sweepstakes.
“Of course,” I responded. “I do it every day.” (more…)
A close friend of mine tells me that I am willing to “jump off a cliff” for what I believe. She also tells me that it is very difficult to get people in our industry to do the same, and that demonstrating value takes time and patience. (more…)
The Print Council is developing resources that benefit sales reps for an industry-wide cause.
The arguments are as varied as the competition. Web-based competitors thump their chests at the possibilities of a new medium, while seasoned foes in the airwaves and media conglomerates try new tactics that could mean decreased sales opportunities for printers nationwide. More and more, print sales reps are facing questions from customers on the value of print vs. these new mediums. (more…)
The print world is changing rapidly. Here’s what salespeople need to know to ensure they’ll be alive and thriving five years from now.
By Ryan McNally
There was a time when print sales were all about price, quality and service. Salespeople would talk about ink on paper and what type of paper they were using, approaching the discussion as a commodity battle. From start to finish, it was all about the print.
That time is over. (more…)
A little story about a powerful business idea.
By Bob Burg and John David Mann
Most people just laugh when they hear that the secret to success is giving … Then again, most people are nowhere near as successful as they wish they were.” The Go-Giver is a wonderful tale of a young man who learns the true measure of success and reminds us all that by putting others’ interests before our own leads to extraordinary returns. (more…)
by Linda Bishop
Yes, I’ve fired clients. You don’t want to, but sometimes it’s necessary.” Tony Harris, vice president of sales at Monroe Litho, admitted this when we were having dinner together in January of 2007. The words stuck. When I was writing this article, I called Tony at his office in Rochester, N.Y., and asked him to tell me his story again. (more…)
by Graham Garrison
When a customer asks Gary Pawlaczyk about sustainability, he pulls out a photo. Pawlaczyk, senior vice president, sales & marketing for Carlstadt, N.J. Pictorial Offset, has an image of the managing partners and some employees planting a forest at Edwin B. Forsythe National Wildlife Refuge in Oceanville, N.J., offsetting the company’s carbon footprint. Working with the Conservation Fund in Washington, D.C., Pictorial purchased and planted 5,000 trees to obtain carbon neutrality. (more…)
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