Sales Challenges: How to Become Vendor of the Year
November 9, 2023
November 9, 2023 | Originally Published On Printing Impressions @piworld.org I have a secret to share. It’s something I have never told anyone, and I
Tag: articles
Sales Challenges: How to Make Prospecting Easier
August 1, 2023
August 1, 2023 | Originally Published On Printing Impressions Every other Thursday, I take guitar lessons. In between, I am assigned homework: Play the pentatonic
Do the Majority of Printing Industry Salespeople Have ADD? If So, It May Prove to Be an Advantage
June 28, 2023
June 28, 2023 | Originally Published On Printing Impressions @piworld.org After 30-plus years as a sales coach, it is my educated guess that 50% of
Tips on Managing the Stressors of Up and Down Periods Typically Found With Printing Sales
May 25, 2023
May 25, 2023 | Originally Published On Printing Impressions @piworld.org We’ve all heard this before: Sell hard in the first quarter and you will have
Sales Challenges: Getting to Your Next Sales Level
April 19, 2023
April 19, 2023 | Originally Published On Printing Impressions @piworld.org When the 2022 golf season kicked off, my handicap was 23.8. For those of you
Sales Challenges: The Four-Step Prospecting Plan
March 29, 2023
March 29, 2023 | Originally Published On Printing Impressions @piworld.org Nine out of 10 people reading this column do not follow a prospecting process. Ninety
Managers: Don’t Expect Your Sales Reps to Try to Make 25 Sales Calls Per Day
March 9, 2023
March 9, 2023 | Originally Published On Printing Impressions @piworld.org I received an email from a reader and, by the time I got done with
Persistence: How Long Should I Keep Calling on a Sales Prospect Before Giving Up?
January 19, 2023
January 19, 2023 | Originally Published On Printing Impressions @piworld.org Consider this scenario: You bang on the door of a prospect. The door opens and,
Sales Challenges: Preparation Powers Persuasion
January 1, 2023
January 1, 2023 | Originally Published On Printing Impressions In his book, What They Don’t Teach You At Harvard Business School, Mark McCormack wrote about
How to Improve Your Productivity When Selling Printing
November 28, 2022
November 28, 2022 | Originally Published On Printing Impressions @piworld.org “I did it! I finally caught up on all my work!” Said no one. Ever.