The Craziest Sales Stunt I've Pulled (Yet)

Posted by Sarah Scudder on May 31, 2016 12:00:00 PM

I'm currently reading Stu Heinecke's book "How to Get a Meeting with Anyone." Stu is the guest on a sales training program I listen to occasionally. He is a cartoon artist who draws personalized cartoons to secure meetings with business owners and CEOs. It works. Big time. His secure-a-meeting ratio is through the sales ceiling. And his closing ratio is pretty darn impressive, too.

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Topics: Sales, value proposition, RFP

Write Like You Speak and Sell Like Hell

Posted by Sarah Scudder on May 3, 2016 12:12:00 PM

I used to suck at writing. I was expected to be a good writer, given my dad's profession. My dad is an English teacher and writer. (Yes, free editing is a perk. How do you think my writing sounds so darn good?) One would assume that my skills would be at least semi-proficient because I had always been around creative people and writers. Really good writers.

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Topics: Sales, Marketing, Writing

7 New Rules for Sales and Marketing

Posted by Barb Pellow on Mar 22, 2016 1:00:00 PM

In the print industry, service providers frequently view marketing and sales as a medicine to be taken when something is wrong. (So, your business is down this quarter? Add some salespeople, do a little marketing and you'll feel better in the morning.) Yet the most successful companies recognize that proactive sales and marketing investments are vital to growing and driving business results.

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Topics: Sales, Marketing

8 Steps to Designing a Winning Sales Process

Posted by Kate Dunn on Feb 16, 2016 11:30:00 AM

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.

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Topics: Sales, Business Development, Strategy

Business Development Strategies Road Map

Posted by Barb Pellow on Feb 11, 2016 2:00:00 PM

The cover story of January's PS Magazine provides a road map for delivering the right customer experience. 

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Topics: Data & Technology, Sales, Business Management

The Power of Keeping it Simple

Posted by Sarah Scudder on Nov 25, 2015 12:37:00 PM

"Complexity is your enemy. Any fool can make something complicated. It is hard to make something simple." – Richard Branson

I've been in the "real" workforce for 11 years (I turned 32 this past April). I took a sales job at a small print distributor after college. I had no sales training or experience. I've always wanted the flexibility that comes with owning my own business and thought that working for a small business would give me the hands-on experience needed to start my own company someday.

I quickly learned that our company's value proposition was weak and would not hold up against our competition. Our company did not have solid long-term strategies. How was our company going to help clients make more money? How would we differentiate ourselves from the thousands of other companies in the print industry?

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Topics: Sales, Business Management


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