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"Salespeople also have to understand that many large orders are one-time propositions. That leaves them a big hole in revenue to plug the next year.
"The one thing I have realized over so many years is that the best way to get a shot at the big projects is to consistently do a great job on everything else. That effectively gives you the 'home court advantage' and everyone else is trying to beat you. If your previous quality and service was excellent, you will get the big project even if you were not the lowest bid."
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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