Tag Archives: sales

The Number One Sales Question

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If you are introducing new services and want a well prepared and effective sales team, you want them to understand what they are selling – that’s a given. As I said in my last post, they also need to have confidence that the new stuff works. Do they need to be technical experts? Probably not,… Read More »

How Your Past History can Hurt Future Sales

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It’s a conundrum, you can’t compete without investing in new technologies and upgrading your services, yet every time you do you are haunted by failed rollouts and change management issues. The only thing you can try to do with a checkered past is to learn from it.

Marketing Automation and the Sales Funnel

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When it comes to marketing, I absolutely love talking about the various ways that companies can increase awareness of their products & services and then generate leads. If you are a services provider, I’m sure you do as well. But the bottom line is this — we can’t just stop at the awareness or lead-generation… Read More »

Capitalizing on the 2012 USPS Mobile Barcode Promotion

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For the second straight summer, the United States Postal Service is offering a discount to companies that include a mobile barcode on their mailings. While I believe that last year’s promotion helped to increase awareness of QR Codes in the mainstream, there were also many poor uses of QR Codes by marketers. To help prevent… Read More »

5 Points on Inbound Marketing and Lead Generation

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The whole point of inbound marketing is lead generation. You are taking website visitors and hoping that they lead to eventual sales. But you can’t take gigantic steps to get there. You need to take one step at a time in order to lay the proper groundwork. Here are a few points when it comes… Read More »

The Inbound Marketing Low-Down

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Over the next few weeks, I’d like to share articles in a series that is  focused on one major theme: How companies in the printing industry can use inbound marketing to grow their business. Here is Part 1! Every business dreams of those “easy” sales. The sales where customers virtually fall into your lap. Don’t… Read More »

3 Ways That Printers Can Sell Mobile Websites

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There is no doubt that the world of mobile is creating many opportunities for folks in the marketing and communications industries. Mobile technology has opened up new ways for companies to reach prospects, generate leads, and provide customer support. For service providers, there is opportunity to help marketers achieve their mobile-related goals.  One area in… Read More »

Part VII: Guide To Selling Marketing Services

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One of the major challenges faced by a printer that wants to offer marketing services involves changing their sales strategies and tactics.  There really is a big transition from commodity-based sales to solution sales. In my book Business Tranformation: A New Path to Profit for the Printing Industry, you will not find a how-to-guide on… Read More »

Part IV: Assembling Your Roster

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Note: This is Part 4 of a 9-Part series based on the book “Business Transformation: A New Path to Profit for the Printing Industry“ We have gone over the strategy you need to make your transformation to a marketing services provider work. There are steps in place, a marketing and a business plan, now you… Read More »