Two Steps Forward

Steve Clarke, midwest area sales manager

Ennis

Midlothian, Texas

"Manufacturers, distributors and end-users must align themselves with supply chain partners that are financially secure. As our industry continues to consolidate and evolve, quality partners and customers are vanishing. Don't jeopardize your entire business or your accounts by collaborating with weak partners who won't be here when you need them. Work with and sell to those you trust."

Steven Osterloh, director of marketing

Ennis

Midlothian, Texas

"Preparation is most important on a first sales call. Do the research necessary to understand the customer's business and what areas of concern they might be facing. Have a prepared list of specific questions related to those concerns. Take notes while listening to the customer's answers. The goal of that first call should be to get a second appointment. Build credibility by taking the time to tailor your solutions to the customer's specific needs. Talking about specific products at this early stage can be counter-productive to winning trust and building a long-term relationship."

Steve Brocker, vice president 
sales and marketing

Western States Envelope & Label

Butler, Wis.