Think about the last salesperson who called on you. Whether it was a phone call or face-to-face interaction, there's one important question to ask. Did that sales person talk:
- Not enough
- Just the right amount
- Too much
- Way too much!
Now think back on your own last conversation with a prospect or customer.Read More
Earlier this spring, Ferrari Color was acquired by Signs.com, a fast-growing online seller of large-format graphics. The news attracted attention, in part because Ferrari Color was such a well-known pioneer in the large-format graphics business.
But this isn’t a typical acquisition story. Entrepreneur Kirk Green has been serving as CEO of both Ferrari Color and Signs.com for the past 12 years.Read More
Although I fear that I’ll sound like a tech-unsavvy old man pining for the “old days,” I’ll just go ahead and say the following: I don’t always trust online portals made available by vendors. Of course, as I say this, I have a couple of examples — one short, and one rather specific — highlighting the failings of some companies I’ve done business with (or wanted to).
Let’s think about the two most important measures of success for a printing company: sales volume and profitability. I’d like you to consider that those two factors yield four possibilities. There are high volume and highly profitable printing companies. There are low volume and non-profitable printing companies. In between, there are low volume companies with high profits and high volume companies with low profits.Read More
Over the past couple of weeks, I’ve been helping my wife, Heather, navigate the details of ordering embroidered shirts for her company. “Help me out,” she said. “You know all about this stuff, right?”Read More