This tried and true method for assessing success is still valid. Each year, millions of us set goals to lose weight, exercise more, make more money, and quit or cut back smoking or drinking. Unfortunately, we often bite off more than we can chew and expect sweeping results in a short time. As a result, … Read more →
When stuff goes wrong, seize the opportunity to become a trusted advisor You know how the old saying goes: 80% of business comes from 20% of your customers. No matter what the size of your business, it should not be difficult to name your top ten accounts. These are the accounts that generate the most … Read more →
This and other A-Ha moments from Print 17 Back in September I had the privilege of attending Print 17. As a matter of fact, this was actually my first year attending Graph Expo during a “Print” year. For those of you who don’t know this, every year following drupa (which occurs every four years), Graph … Read more →
Shake up your marketing efforts – invite suppliers into the client conversation It’s easy to get wrapped up in the day-to-day business of the sales and marketing side of the business. And it’s easy to fall into a rut of doing the same things, particularly if they’ve proven successful. But what about shaking things up … Read more →
There has always been a propensity to sell print based on price. Yet we recognize that we also need to sell quality. And service. And value. A quick Google search on the term ‘how to sell print’ showed 136 million results. There is clearly no lack of information available on the topic. But we’re still … Read more →
I’m often asked: “How do you maximize the value of a tradeshow?” Wow. That’s a loaded question, because the success of a tradeshow experience means different things to different people. Are you an exhibitor or a delegate? Perhaps you’re a speaker or member of the media. Are you going for education and/or certification purposes? Are … Read more →
The other night I saw a commercial for Head and Shoulders shampoo. Now, if you’re like me, you grew up knowing that if you had dandruff, Head and Shoulders was your shampoo. If you didn’t, you wouldn’t consider using it. In fact, if you didn’t have dandruff and DID use it, it could damage your … Read more →
Are you looking for new leads? Do you know what the average cost per lead is based on the prospect lifecycle? Are you hearing terms like MQL (Marketing Qualified Leads) and SQL (Sales Qualified Leads)? Are you aligning data sources, such as Google Analytics and your CRM, to map out your prospect-to-customer journey? Are you … Read more →
As a child, I loved talking on the phone. I mean, c’mon, do you know ANY teenager, let alone one from the 80s, who didn’t spend every moment on the phone (when they weren’t actually hanging out with their friends)? Even as I entered adulthood and began my career, the phone was an integral part … Read more →
This month’s article is in honour of In-Plant Awareness month. #In-PlantsRock February is In-Plant Awareness Month! It’s a campaign created by the In-Plant Printing and Mailing Association (IPMA) to generate more attention for services that in-plants offer their parent organizations. I began my journey into the world of print back in the 80s. I worked … Read more →
Reflections on another successful Graph Expo
Prioritize your response time