Wisdom. No MBA Required -- DeWese

calling customers who haven’t printed with you for the past six months.

The average print communications salesperson in the United States prospects fewer than eight hours each month. This accounts for the fact that 20 percent of the salespeople tally 80 percent of the sales.

Mark Twain had another bolt of genius and said, “Don’t go around saying the world owes you a living. The world owes you nothing. It was here first.” This attitude is an illness that pervades the sales offices of America’s printing companies.