Marketing and Sales

Headquartered in Salem, Mass., Plastilam introduced its Platinum Reseller program. This program has been designed exclusively for the reseller/print broker/agent/distributor and will be offered to a very select and limited number of companies.

Cold calls or not, you'll still need to use the phone to return messages, call suppliers and contact referrals. Below are six things to avoid when leaving a voicemail message and how to easily correct them.

To be successful, the business-to-business marketer must include in the customer and prospect database a rich matrix of influencers. There may be as many as 15 or 20 individuals at a company who influence a business-to-business sale. Because most business decisions are made by more than one individual, it is usually more desirable to include many influencers at a few companies than to include a few influencers at many companies. In other words, it is much better to have in the database 10 individuals at each of 1,000 companies than to have one individual at 10,000 firms.

It takes more than producing a great print job to stay on top. It takes perseverance. It takes knowledge. It takes a little thing called the Internet. If you aren't familiar with the mechanics of personalized URLs and other types of Web-landing solutions to create interactive conversation, you might be in trouble, noted Pat McGrew, data-driven communications segment evangelist, for Rochester, New York-based Kodak.

After what most would call a challenging economic year, the Proforma Million and Multi-Million Dollar Clubs have something to celebrate. With the addition of 11 new members to the Million Dollar Club and four new members to the Multi-Million Dollar Club, the prestigious group of owners is heading to the Atlantis Resort and Spa on Paradise Island as a reward for their 2009 sales achievements.

Let's face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Sometimes, this happens because of conflicting personalities. This article will look at the four key types of people and how to improve your results with each.

A less-than-stellar economy like the one the nation has been wading through for the last year or so is nothing but an excuse for not making and breaking sales records.

Leading distributors share their secrets to success, such as staying one step ahead of customers and their changing needs and delivering results for clients while investing in technology.

I was recently asked, "If you were mentoring a new salesperson, what would be your top five sales tips and how did you learn those?" Good question. There are so many things I'd like to tell a new seller. But what are the most important?

A dubious consulting industry and "profession" has developed—claiming to provide "change management" services. Those two words make as much sense together as "holy war," "non-working mother," "mandatory option" and "political principles."