No to ‘Value-Added’ Plans –Farquharson/Tedesco
Dick Gorelick, an awesome friend of mine who passed away a couple of years ago, was spot on when he said: "The definition of knowledge has changed. Knowledge used to mean knowing how to do something. Now, it means knowing where to go to get something done."
Printers should give the boot to value-added sales compensation plans, freeing up their salespeople to focus on what they do best—providing the best possible solution to customers' communication challenges. Who cares if some of the job is done with the help of trusted partners? PI
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
