When It Comes to Pricing Print Projects – Stand Your Ground!
Printers, Service Providers… lend me your ears. For far too long you have focused on price over value. Your need to ‘win’ the job has come at a great expense, literally, not only to your business but to the industry. The race to the bottom is not one you should be winning, or participating in. […]
3 Sales Lessons from Major League Baseball on Rookies
I would not call myself a baseball junkie by any stretch. As a kid I played softball from second grade until I graduated high school, and we went and saw a Tiger game at least once a year. (Shout out to all my readers from the D!) Now that one of my daughters is playing […]
Five Life (and Sales) Lessons From My Third, Half-Marathon
Well, friends, I did it again. Back in 2015, shortly after I moved to Connecticut from Chicago, I trained for and ran my first half marathon at the age of 45. Then the next year I ran another. Earlier this year, I decided that the months leading up to those races were great for me […]
Profitable Print Relationships with Print Champion Matthew Parker
This PMC podcast travels over to my side of the pond to hear from Matthew Parker, print consultant and founder of the website profitableprintrelationships.com. Matthew was a print buyer himself for 20 years, working for a variety of organisations before striking out on his own on the consultancy side. Now, he uses his inside knowledge […]
Giving Stress A Beat Down For Better Sales Performance
Friends, I’m not gonna lie to you. I am stressed. Like, in a constant pit of my stomach, breaking out in a cold sweat stressed. And the reasons that I am stressed are many. Some of them are personal, some of them are family related, and some of them are because of my work. Looming […]
If Kelly Mallozzi Was Your Boss (and oh how she wishes she was)
There’s a difference between being a BOSS and being BOSSY, but it will be hard for you to tell the difference while reading this post, dear readers. Because today I want you to pretend with me. Close your eyes (I mean it, close your eyes! See what I mean about being bossy? Sheesh) Imagine that […]
Five Gifts You Can Give RIGHT NOW That Won’t Cost You a Penny
Yes, that’s right. It’s holiday and year-end time; a time when bloggers the world over dig deep into their creative toolboxes to write to you about (wait for it) GIFT GIVING. Ho to the hum. Well, I’m sorry to disappoint you, but I am no different, dear reader. I too, am overwhelmed with family and […]
5 Ways to Show You Are Listening For Better Sales
Two of my favorite sayings regarding listening come from my work bestie Bill, who always says, “you have one mouth and 2 ears – do the math” and “you learn more with your mouth closed”. REALLY listening to someone is a true gift. Constantly striving to be a better listener is worth it. When you […]
Content Confidential: Authenticity Boosts Confidence and Sales Results
I was lucky enough to present not once, but twice at this year’s Canon inkjet users thINK conference in beautiful and humid Boca Raton, FL this past week. Yes, I am allowed to call myself lucky, but you’re not as you can read in this post of mine. In both cases, my presentations were collaborations with co-presenters, […]
Back to School Can Be a Fresh Start for You, TOO!
In the next three weeks, my 4 kids will be going back to school. They will get a fresh set of supplies, get a new teacher, a new classroom, and new gear like clothes, shoes, and lunchboxes. Some will get new backpacks if theirs are too small or worn out. They are excited, and so […]
What to Do When the Sales Prospect Goes Dark
Printing company salespeople ask me about a common situation these days: GHOSTING. “What should we do if the sales prospect stops talking to us after we deliver the quote?” Ah, the prospect who “goes dark.” Also known as “ghosting,” going dark is when someone ends a relationship by suddenly and inexplicably cutting off all communication. The […]
Your Clients are Hungry. What Are you Feeding Them Besides Sales?
I was fortunate enough to get to attend a recent Project Peacock event in NYC earlier this month and I have a whole bunch of takeaways for you, but the one I want to focus on today is this: PEOPLE OUT THERE ARE HUNGRY TO LEARN NEW STUFF! The reason that I know this is […]