The most successful salespeople are those who ask and understand their customer’s goals and objectives. Why do your customers need to produce labels, packaging and signage? Why do they choose your firm for their production projects? These are basic questions. The most effective salespeople regularly ask and have clarity about what is most important to key customers. Great salespeople can articulate the customers’ ‘why’. 

Salespeople who ask and understand why customers need print and know how the projects in your shop are related to larger business goals.

A new year, time for new thinking and new approaches. While this coming January may feel different than others, it still is that time to pause and reflect and define the goals for the coming year.

If you don’t have a formal process for annual strategic planning, consider a strategic assessment.

Does every manager and team leader understand the marketing strategy for your company? Some owners of companies challenge me when I ask this question. “Why does our IT manager need to know our marketing strategy”, they ask. A concise marketing strategy is the basis that drives activities, decisions and investments in sales, client service, operations and finance as well as marketing.