‘Quality’ Sales Calls Pay Off —DeWese

This column is about sales lessons, so the first lesson is to avoid distractions when taking specs or when quoting a job.

The next lesson is the importance of quality and quantity. That breaks down to the need for quality sales calls, coupled with the need for a lot of sales calls. I'll define a "quality sales call." It's a face-to-face meeting with a qualified print buyer where a conversation occurs.