Business Management - Marketing/Sales

How to Shape Customer Perceptions
September 1, 2013

The in-plant customer can be an enigma—aware of the in-plant's existence while at the same time ignoring it entirely. More times than not, this attitude is born of perceptions that are usually inaccurate.

Old-School Sales Ideas - Short Attention Span Webinar
May 10, 2013

The fundamentals of sales never change. What worked well yesterday works well today. But what worked well back then? Find out in this week's Short Attention Span Webinar, sponsored by www.thesaleschallenge.com.

A New Strategy in Minnesota
May 1, 2013

Besides declining print volumes, shrinking budgets and the many other demands facing today's in-plants, University of Minnesota Printing Services faces a special challenge: the in-plant operates in Minneapolis-Saint Paul, the largest metropolitan area in a state where printing is manufacturing's second-largest sector.

A Sales Use for LinkedIn - Short Attention Span Webinar
April 19, 2013

Among the many distractions known as Social Media lies a useful tool for salespeople. Learn how to benefit from LinkedIn in this week's Short Attention Span Webinar, sponsored by www.thesaleschallenge.com.

8 Spring Cleaning Ideas - Short Attention Span Webinar
April 12, 2013

It's time to grab a broom and a bottle of Windex and get your selling efforts ready for a spring push. Ideas for clearing out the cobwebs can be found in this week's Short Attention Span Webinar, with Bill Farquharson and Kelly Mallozzi, sponsored by www.thesaleschallenge.com.

Care About Your Customers
April 12, 2013

Think your age-old customer service program is good enough? Think again. Show your customers how much you care — or you might be shown the door.

Winnie the Pooh, Sales Trainer - Short Attention Span Webinar
April 5, 2013

Which Pooh character are you and what can the characters of the Hundred Acre Wood teach us about sales? Bill Farquharson and Kelly Mallozzi have some fun in this week's Short Attention Span Webinar, sponsored by www.thesaleschallenge.com.

Farquharson/Tedesco on Business Development: Don't Give Up on 'Lost Causes'
April 1, 2013

The "lost causes" file. You know you have one. It's filled with the customers you just know will never do business with you again. You're so sure, you haven't even bothered contacting them in over a year. Each one represents a dark moment for your company: a blown deadline on a critical print job, an incorrect billing you didn't own up to, a rude delivery person...you name it. Regardless of the reasons, the result is the same: You aren't getting their business.