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Anticipate Objections Before They Occur (Video)
November 21, 2017 at 8:15 pm

Overcoming objections is good. Anticipating objections before they occur is great. #RyansRemarks17 post (short video) explains that it is key to overcome objections in sales and marketing. However, the leaders in 2018 and beyond “anticipate objections” before they occur which is even more vital to achieving success...

How to Become a Rainmaker of Sales
November 21, 2017 at 8:01 pm

What does it mean to be a rainmaker in sales? What is a rainmaker to you? Is it the person who consistently has orders coming in from clients? Is it the person who knows how to play the long game, building up relationships with clients for future success? Or, could it be the leader of the team who brings out the best in the sales staff and motivates the team to achieve its goals? Why can’t it be...

Selling Stress and Headache Relief to Buyers (Video)
November 7, 2017 at 8:15 pm

In this #RyansRemarks16 post (short video), P+P blogger Ryan Sauers answers the question of what buyers desire, and focuses on how we must save them time and make their headaches go away.

Don't Sell. Educate.
October 31, 2017 at 7:17 pm

I’m holding my first Trends & Innovative In Print Procurement session with a marketing procurement team for a Fortune 100 company next week. The goal is to educate buyers about new and better ways to do their jobs, to increase efficiencies, to make things easier and to increase value. I also will talk about...

Improve Your Millennial Selling Strategy with These Six Tips
October 31, 2017 at 6:11 pm

Millennials tend to be on the receiving end of a lot of criticism. They’re the generation that never moves out of their parents’ ­basements, spends their life savings on avocado toast and values selfies over real-life ­experiences. And while all those statements are just sweeping stereotypes, one fact about ­millennials is true: They have taken over the workforce...

Use the SHALT Rule to Become More Successful (Video)
October 24, 2017 at 7:02 pm

In this #RyansRemarks15 post (short video included) P+P blogger Ryan Sauers answers the question of why we should use the SHALT rule (Sad, Hungry, Angry, Lonely, Tired) in all of our sales, marketing and communication strategies...

Expand and Deliver
October 17, 2017 at 7:27 pm

As part of Print+Promo’s ongoing feature, Executive Perspectives, we get to know leading professionals in the print and promotional industry. This month, we interviewed Adam McNeill, president of CE Printed Products Inc., Carol Stream, Ill. Here, he talks about his new role, the rewards of collaboration and how his company is pushing the envelope...

Market Like Mickey: How Disney's Theme-Park Merchandise Can Make You a Better Promotional Products Distributor
October 3, 2017 at 6:49 pm

The Walt Disney Co. is a marketing juggernaut. As the world's second largest media company and 67th largest company overall, that's to be expected. Clearly, the company isn't hurting for marketing budget. But for all its massive movie advertising campaigns and omnipresent toy commercials, Disney's smaller marketing efforts might be even more impressive—particularly the way it uses promotional items in its theme parks...

How to Maximize Mobile Marketing’s Myriad Opportunities
September 19, 2017 at 4:00 pm

Given the country’s population and comScore’s Cross-Platform Future in Focus 2017 finding that mobile matters have driven total digital media usage up 40 percent over the last four years, one cannot deny that mobile marketing will continue to be one of the primary aids in helping end-users acquire their wants quickly...

Organizing by Class
September 5, 2017 at 8:14 pm

A reader asks, “Is there a way to view my profit by type of customer?” Read today’s edition of “Ask the Accountant” for the answer…

Are You a Proficient End-of-Year Seller?
September 5, 2017 at 7:18 pm

Like those dynamic athletes, distributors have frequent opportunities to stand out among their peers at crucial points, and this time of year serves as their equivalent to Brady’s two-minute warning drives and James’ waning-seconds jump shots. Read on for tips on how to be comparably clutch and end the year with a fourth-quarter fortune...

Frustrated with Your Sales Team?
September 5, 2017 at 6:19 pm

Talent, Teamwork and Intelligence. That’s what is needed to win consistently in sports and in business. We’ll break it down.

How Traveling Can Double Your Response Rate
August 29, 2017 at 7:39 pm

Early in my career, I traveled to Dallas to meet with a client. Knowing my company was already paying for my flight and travel, I wanted to maximize my company’s investment in me by trying to meet with prospects and potential referral partners in town...

How Aggressive Should You Be in Your Sales Approach?
August 29, 2017 at 7:11 pm

Ryan Sauers answers a question that was submitted in regard to “aggressive sales,” and explains the difference in being persistent and being a pest when it comes to sales. Watch the short video to learn more...