Business Management - Marketing/Sales

For salespeople, it’s hard when the needle doesn’t seem to move. This week, Bill Farquharson reveals the true value of those efforts.

Many new reps see prospecting as trying to make a sale. Bill Farquharson shares a different perspective — one without the pressure.

In today’s marketplace, real sales value lies in proactively winning new business and building repeatable systems. Here are some ideas.

Businesses in a variety of verticals, whatever that market may be, likely have common expectations – a cluster of branded features that add legitimacy within their space. By knowing in advance what those clients are likely to need, PSPs can serve as a guide to help them achieve their branding goals. This thoughtful discussion includes viewpoints representing the wide-format, apparel, and promotional products spaces.

It can feel awkward to ask an account for more work. Luckily, Bill Farquharson advices how to naturally open the door to new business.

Roland DG Corporation announced along with its introduction of several new hardware and software products, the launch of a refreshed global brand message and promise: Make Your Mark.

Leaders often assume top sellers will become great managers, but the skills don’t always translate. Here’s how to build a better team.

Here are simple strategies to make your next sales meeting the best part of the week.

The market has changed, but many print sales behaviors haven’t. Here are three factors that separate the winners from everyone else.

Not all revenue is equal. Without enough value-added contribution, you may just be building a busier business — not a stronger one.