The more we communicate with customers and prospects, the more we sell. The more that people hear from us, the more they buy from us. (The opposite is also true. The less they hear from us, the less they buy.)
Distributors are constantly talking about the need to transform their businesses from commodity-oriented organizations to marketing and communication service specialists. It’s a common and worthwhile goal, but there’s no roadmap (or even a starting point) to help most companies move forward along the path toward transformation.
The McKinsey Quarterly once published an article titled "The Seven Habits of Highly Effective Digital Enterprises." The fundamental premise of the article is: "To stay competitive, companies need to stop experimenting with digital and commit to transforming themselves into full digital businesses." The article reported the management consulting firm's observations from studying dozens of successful firms. While the article, and research, was targeted to a broad audience, its messages are highly applicable to the graphic communications market.
PSDA's new webinar series, "Grow Your Business," kicks off with a presentation by Sima Dahl, founder of Sway Factory Inc. In her webinar, "Personal Branding: 5 Minutes a Day to Grow Your Business," Dahl will give you actionable tips and tricks to build and champion your brand using her Sway Factor™. Get to know more about Dahl and her passion for building memorable brands.
The team at Groton, Massachusetts-based manufacturer DFS often begins with this thought: Distributors are busy, and they don't want to waste time. How can we make life easier for them, and give them tools to help them succeed?
Winning sales processes are not created by happenstance. They are the direct result of a solid commitment by company leadership to develop and support a sales culture that has common goals and practices. The following eight steps offer an easy-to-follow guide to help sales managers change the sales process and improve results.