Why Reps Aren’t Selling Digital/inkjet Printing. Part Two: The Rep’s Responsibility October 17, 2019 | Bill Farquharson & Kelly Mallozzi with Cliff Hollingsworth Okay, so we’ve talked about how to transition to digital/inkjet print sales. Then came that email from a thoroughly freaked out print veteran sales rep that thoroughly freaked us out. So, we made a […]
Oct 15: By The Time You Read This, I’ll Have Dozed Off
By The Time You Read This, I’ll Have Dozed Off Generation Z is coming. They were born between 1998 and 2008 and they will make up 40% of the consumer base by the year 2020. According to a Bank of America content creator, you have eight seconds to get their attention. Read the full article […]
Oct. 14: The Malware Prospecting Technique
The Malware Prospecting Technique Good morning! I received an email from a printer in Tennessee not long ago that read, “Thanks for the opportunity to provide some pricing. Attached is my proposal for your consideration.” My initial thought was, this was one of two things: Spam or sent to the wrong guy. So, I replied […]
How to Un-Suck Your Sales Meetings
How to Un-Suck Your Sales Meetings October 11, 2019 | Bill Farquharson & Kelly Mallozzi with special guest Bob Bradley News flash: Sales meetings suck. To the sales reps, it’s a wrist-rolling, are-we-almost-done, snooze-fest. For managers, it’s one more thing to do, necessary as a way to keep up and share information, but often poorly […]
Oct 8: Watch Your Mouth…and Your Pen
Watch Your Mouth…and Your Pen I received an invoice via email today. It was for some work I had done at my home by an irrigation company. Overall, they have been terrific. They communicate well. They arrive on time. They give great advice. And they are fun to work with. The fun ended when the […]
Oct. 7: When Uncertainty Becomes Opportunity
When Uncertainty Becomes Opportunity Good morning! Around the time of the Great Recession 10 years ago, I was speaking with my all-time favorite customer and she was telling me how her company had a zero-growth year. Given that so many others in graphic arts were struggling and a lot of printers went out of business, […]
Why Reps Aren’t Selling Digital/inkjet Printing. Part One: Management’s Responsibility
Why Reps Aren’t Selling Digital/Inkjet Printing. Part One: Management’s Responsibility October 4, 2019 | Cliff Hollingsworth with Bill Farquharson & Kelly Mallozzi In a previous SASS episode, Transitioning to Digital/Inkjet Printing, Cliff Hollingsworth, Business Development Coach for AlphaGraphics (his title) and digital sales expert (our opinion), talked about what print sales reps need to do […]
Oct 1: Happy Birthday, [Your Name Here]
Happy Birthday, [Your Name Here] When I was a kid and it was my birthday, I could always count on two things. First, it was the only day of the year where we Farquharson kids could choose the meal (I always went with hot dogs in buns with chips and a Coke…and I mean for […]