Sales advice and tips

By Elise Hacking Carr

Random Lake, Wis.

"All salespeople, particularly in B2B, need to recognize the substantive changes that have occurred in the mindset of the buying community. With unlimited access to information, and unlimited choices at their fingertips, buyers no longer need to rely on sellers for information the way they used to.

Salespeople need to continue practicing the 'basics' of good selling, but they need to  incorporate activities like direct mail and e-mail broadcasting to help increase the possibility that these newly empowered buyers will find them when a need arises outside their current vendor base's capabilities."

Bill Doehler, executive vice president, business development

Prodigital Printing, A Consortium Company, Edison, N.J.

"In 2010 a 'back to the basics' sales approach is the best way to weather these challenging economic times.

• Steal with your eyes. This can help engage your buyer in conversation. Be observant and look at the pictures or awards the person has in their office. It can help start up conversation. Its basic human nature that people [enjoy] doing business with people they like.

• Engage your CSR's. Listen and engage your company's customer service representatives to help identify opportunities. Many times the customer interacts with customer service reps more often than they do with the sales rep. Often customers will convey valuable information to CSR's. Make sure you have a process to help gather and act on this information."

Bill Reid, director of marketing— document & envelope brands

Custom Resale Group of Companies (consisting of Printegra, PrintXcel, Wisco Envelope, National Imprint Corporation,  Discount Labels, Lancer Label, DealerLabel and Synergy Label), Peachtree City, Ga.

"This year is the best year to expand your sales 'organically;' expand your share of the spend with your top tier of accounts. This may be as easy as seeing other print buyers inside the company or using your good relationship to get you referred to another division or location. An example is any hospital; here, you have print buyers in marketing, communications, operations/purchasing and often in development (foundations or fundraising). We all know it is so much easier to grow existing relationships than to build new ones.