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Here’s the secret to making sure that you achieve sales results

If you want to succeed in sales, make yourself accountable Sales accountability is key if you are going to get things done. Here’s why it works: You focus on activity Being accountable is not about saying how much you sold last week. It’s about setting activity targets and making sure that you carry them out You overcome challenges A good accountability partner will help you recognise any challenges you came across. They will also help work out how to overcome them. You make sure your activity achieves the desired results Accountability is also about making sure that your activity is…

Can a rep really earn a living selling just print?

What is print? One of my readers asked me “Can a rep still earn a living selling just print?”. To answer this, we really need to define what “print” is. We are in such a diverse industry now and there many ways of describing what we sell. For the purposes of this article I came up with three possible definitions of print: Selling printing  By this, I mean the traditional approach of telling prospects that you will carry out any printing that they need. You have an awesome press with loads of bell and whistles. Your company offers excellent quality…

Why giving people choice results in fewer sales

What has selling jam got to do with selling print? If you want to learn a valuable lesson about sales it is worth looking at a study carried out in 2000 which was based on selling jams. The research focussed on buyer behaviour at a jam stall in a local market. At some periods the stall displayed 24 varieties of jam. At other times it displayed only six varieties.  These two scenarios resulted in very different buyer behaviours. The stall with 24 different jams had around 40% higher engagement, based on people who stopped at the stall. But the stall with…

When Is the best time to contact a prospect? Here is the definitive answer

The research is wrong! There have been numerous research studies, advice and opinion published on the optimum time to try and contact new prospects. And there is one thing that is the same in all the pieces: none of them agree on any time.  Some will tell you that it is 11.10am on a Wednesday morning (how did they manage to work out that every prospect is in a talkative and engageable mood at precisely that time?!). Others will say that it’s a Monday afternoon. But although there may be loads of prospects who are ready to take calls and…

Why Coronavirus could create the ideal time to raise print prices

Join Deborah Corn and myself on the latest episode of Print Buying #UKvUSA Listen to another interesting debate from myself Matthew Parker and Deborah Corn. How should the printing industry address pricing in 2021? Why now could be the right time to reset your pricing completely How our mindset can stop us from creating profitable business Why does the printing industry ignore upselling? Please add your thoughts to our strategies below. PS If you liked what I had to say, make sure you sign up below for regular updates from me Get your free copy of “10 Common Print Selling Errors And What…

Print Buying #UKvUSA episode 12: Sustainability and the Print Shop

When it comes to being environmentally friendly, the printing industry is LAZY Listen to another interesting debate from myself Matthew Parker and Deborah Corn. Join Deborah Corn and myself as we discuss being green in 2021 Does Deborah agree with me? What should printing companies being doing practically to be more green? What can we do to be more green? (Deborah makes a promise in this episode!) What else should we do to be more green? Please add your thoughts below. PS If you liked what I had to say, make sure you sign up below for regular updates from me Download your…

Print Buying #UKvUSA episode 10: Questions from the Printerverse

Here’s the final episode of #UKvUSA for this year Listen to another interesting debate from myself Matthew Parker and Deborah Corn. In the episode Deborah and I answer some of the most common questions that we have heard over recent months. Make sure you listen right now. Here’s what we cover: Should you measure yourself about other printing Advice with CVs and resumes for people applying for work How to get hold of people working at home Aligning yourselves authentically with your customers causes Sounds interesting? Listen now! PS If you liked what I had to say, make sure you sign up below…

Print Buying #UKvUSA episode 11: Trends to Watch in 2021

How can we make the most of 2021? Listen to another interesting debate from myself Matthew Parker and Deborah Corn. In the episode Deborah and I discuss what we believe will be the key trends for the coming months. Sounds interesting? Make sure you listen right now. PS If you liked what I had to say, make sure you sign up below for regular updates from me Get your free copy of “10 Common Print Selling Errors And What To Do About Them’ (worth £19/$29) right now * indicates required First Name * Last Name * Email Address * Where are you from? *…

Print Buying #UKvUSA episode 9: Holiday Shopping and Print Sales in 2020

How do printing companies make the most of the holiday season? Listen to another interesting debate from myself Matthew Parker and Deborah Corn. Deborah took me out of my comfort zone in this episode. We took this opportunity to be as creative as possible about holiday season opportunities. The results can actually applied to much more than just the holiday season. Deborah even liked some of my ideas! Make sure you listen right now. Here’s what we cover: Why we should support local independent retailers How the printing industry can do this – and a fantastic case study The importance of understanding a…

Print Buying #UKvUSA episode 8: Finding Print Buyers in a Pandemic

So how do you get hold of prospects at this time? Listen to some great advice from myself Matthew Parker and Deborah Corn. Here’s what we cover: How to pick the ideal prospect Why I spend so much time trying to persuade people not to work with me How to become an expert in a market vertical The power of video What’s the right content for video (where Deborah and I get to disagree!) How social media fits into this area: it is more important than you might think Why chocolate is a useful sales tool this time (this one is from me,…

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