Business Management - Marketing/Sales

Should you focus on taking care of current customers or winning new business? The answer is both. Here is how to do so effectively.

All prospecting approaches are the same. But inside you is a different message. This week’s blog encourages you to let it out.

The success rate for a new sales hire is not great. One reason is a focus on the wrong metrics. Here’s a different idea.

Balancing client retention and acquisition is essential for printing companies. One strategy may be to create a parallel sales effort.

Since when is an 80% failure rate a good thing? Bill Farquharson explains in this week’s blog.

Cory Francer discusses a new research report about the digital label printing expansion opportunity for commercial print providers.

A prospective customer asks, “What makes you different?” You can talk equipment and capabilities, or you can take Bill’s advice.

The LinkedIn algorithm likes polls at the moment and promotes them more heavily than other types of posts. Here is one example.

When a client challenges price, you have two choices: justify or lower. Bill shares a story about a client who asked to cut his price.

On a recent call, one participant eliminated three words from her vocabulary. The result was an intriguing approach to sales.