Sales Relationships : Don’t Cut Out Print Buyers

But the strategy of going behind the print buyer’s back? That increases the risk of getting your firm blackballed, according to Dana, and that’s no idle threat.

“It’s the kiss of death. That would be all I have to know—that a (sales rep) went around me,” Dana adds. “Does he think he’s going to get anywhere? Not while I’m around, and that’s the truth. It’s totally