Driving the Sales Cycle

Sales are a vital part of any functioning business. It is important to drive sales and David Fellman, President of David Fellman and Associates, will lead the discussion on the topic today at 1:30 pm in room N117.

Companies need to teach their employees to drive the sales cycle. He believes doing this is a vital part of a company’s sales and what will lead a company to success.

He will focus on the different stages of the sales cycle, and discuss ways for a salesperson to improve their performance. While every step is important, Fellman thinks most salespeople can improve at the prospecting stage.

“What I see and what I’m hearing is that most printing salespeople just aren’t doing enough prospecting,” Fellman says. “I think part of the reason is the lack of a process, knowing how to prospect in the modern marketplace.”

Sales can be achieved without focusing on this approach, but Fellman believes that following even the general approach can be beneficial.

“It’s the difference between being proactive vs. reactive,” Fellman says. “If you wait for business to come to you, you’re probably not going to be very happy with your results.”

While improving these techniques are not the be all and end all when it comes to sales, even slight improvement in that department can be a big deal for a business’ success. “Sales isn’t the only key to profitability, but most printing companies would benefit substantially from even a modest increase,” Fellman says.