Marketing and Sales

Real Genius
June 1, 2007

True teamwork is one of the rarest, most exhilarating and most productive human activities possible. Every business wants to harness this incredible energy, but achieving such a level of motivation is not always easy. A team is not just a group of individuals who work at the same location or have the same logo on their business cards. A real team consists of people who may be unequal in experience, talent or education, but who are equal in their commitment to working together to achieve goals for the good of the organization, each other and their customers. If companies are going to be successful,

Marketing & Sales: Just Say No to Mediocrity
May 8, 2007

In his book “Selling Is Everyone’s Business: What It Takes to Create a Great Salesperson,” author Steve Johnson points out that consistently low-performing sales people have a negative impact on staff morale, and consume valuable resources and training time that could be put to better use. Realizing the situation exists is one thing; doing something about it is another. Whether out of a desire to avoid confrontation or uncertainty over how to handle the situation, some managers tend to let poor performers continue to under-whelm. Now, Johnson’s book offers nine tips for dealing with the situation and restoring balance to the team: 1. Make sure

Selling the Whole Package
May 1, 2007

As the number of people who have added promotional items to their product line increases, so too does the confusion about what exactly they “sell” to their clients. In most situations—and certainly in business—understanding your goals will bring success. However, your goals may not always be clear, and the terminology and language customarily applied to the specialty advertising and promotional products industry doesn’t always help. When a group of industry professionals was asked what they do for a living, the popular response was, “I sell promotional products.” Since “selling” generates money, the statement is accurate on the surface, but simultaneously deceptive when the client’s objective

The “Neuroeconomics” of Sales: How Buyers Really Decide
April 10, 2007

A group of scientists from CalTech, Carnegie Mellon and MIT reviewed studies examining how people buy, and research confirms that buyers are deeply irrational beings. Most economists—and many sales training programs—assume buyers make logical decisions about what they need and what’s in their best interests. But “neuroeconomic” studies show the automatic, unconscious process that’s really going on. Buyers buy with their hearts first, and with their heads second. When money changes hands, the primitive, emotional part of the brain calls the shots. Logic comes in afterwards as the brain justifies the decision it has already made. Traditional selling approaches focus on logic and reason:

Getting Started in Promotional Products Sales
April 9, 2007

Celebrating more than 113 years in the promotional products industry, Batavia, Ohio-based Kaeser & Blair has revamped its website. Distributors interested in adding promotional products to the items they sell can visit the site to obtain information on securing free, authorized dealerships; there are no franchise fees, marketing fees or binding legal agreements. And, those already selling ad specialties can discover new ways to increase their earnings. The site features detailed, comprehensive information on the overall program, as well as quick-moving video snapshots. In addition, a free, detailed prospectus is available, explaining every aspect of owning an independent Kaeser & Blair dealership. For more

It’s a Deal!
April 2, 2007

Tired of adversarial business relationships draining your energy? Is it time to look at a new way of conducting business­—one that empowers you to be more productive and profitable? If so, you might be ready for partnering. Partnering shouldn’t be hastily adopted and then quickly abandoned; it’s a long-term paradigm for success. You’ll need to understand the Partnering Pentad, representing both the five key areas of every business, and the areas to begin developing your partnering belief and activities. To achieve Total Organizational Partnering, consider the following: • Synergistic alliances are where business people develop associations with outside entities for activities to correct core weaknesses

Q&A With On Demand Keynote Speaker Stephen J. Dubner
April 2, 2007

Stephen J. Dubner, along with offbeat economist Steven D. Levitt, co-authored the best-selling, near-infamous “Freakonomics: A Rogue Economist Explores the Hidden Side of Everything.” Dubner is a columnist (with Levitt) at “The New York Times Magazine,” as well as the author of numerous books, and is a keynote speaker at On Demand this year. BFL&S: What will you be speaking about? Dubner: I’ll be giving a talk that builds out from the material we covered in “Freakonomics,” telling stories about how people respond to incentives in strange ways. BFL&S: As a journalist, author and editor, the print industry clearly affects your professional life. What changes have you

Wisco Envelope and PrintXcel Release Financial Products Sales Brochure
March 1, 2007

Wisco Envelope, Tullahoma, Tenn., and PrintXcel, Montrose, Ala., have jointly developed a generic sales tool featuring forms and envelope products used by financial institutions. The sales aid is available at no charge for up to twenty-five pieces, and was designed for distributors who want to promote a full line of products to financial customers and prospects. Specialty envelopes—including ATM and drive-thru styles—as well as internal bank documents, checks, money orders and rubber stamps are a few of the products shown. Deanna Day, brand manager, believes the sales brochure is ideal as a leave behind and for group mailings. Because the marketing piece

It’s Evolution, Baby!
March 1, 2007

Several years have passed since the inception of television makeover programs. Nevertheless, the various creative concepts of executive producers continue to garner high viewer ratings and consequently, industry profitability. From fashion makeover shows such as the Style Network’s How Do I Look?, to ABC’s emotionally-driven Extreme Makeover: Home Edition, is it a wonder why American popular culture hinges on trends and image? It is rather simple to apply this concept to almost any business sector. Take the $18.01 billion promotional products industry, for example. With an industry dating back to 1789, when promotional products took the form of commemorative buttons celebrating George Washington’s presidential

Stress Busters
March 1, 2007

Whether salespeople frequently travel or work overtime, they probably feel immense pressure. And while they may not have the same demands as the company owner or executive team, their stress is still real, which could, in turn, affect their job performance. Consider this: If salespeople travel a lot for work, they have to handle such things as road rage from other drivers, airline regulations, travel threats and the usual headaches that come with this lifestyle. Even if the job does not require travel, they likely feel expected to work overtime, and are probably performing tasks two or more people used to accomplish just a few