Saturday, August 23, 2008

Here's what to do to create a revenue stream

I found this at Total Sales Success. It's a blog managed by Tom Hackelman, a Graphic Communications Growth Consultant for Xerox in the Triad area of North Carolina. There is a detailed power point at his site that gives much more detail. It's definitely worth the click. In the meantime, here's what Tom says you have to do. It sounds about right to me.

1. Identify and communicate a consistent and specific value
that your business brings to your customers.
2. Based on the characteristics of your top twenty percent
of accounts, create your ideal customer and focus your
efforts on securing more of those accounts.
3. Create and implement a sales process that is
measurable, has expectations and is consistently
4. Stop recruiting subpar talent. Only hire superstars. Hire
the best, hardest working talent. And let go of the
5. Create a goal-oriented sales organization that is
committed to growing, changing and reaching new levels
of performance."
My only minor quibble might be to move number 2 to the number 1 position. read the rest

Thursday, August 21, 2008

Dr Joe Webb ruffles some feathers, again

Dr. Joe Webb, (he's a real Dr., as in PhD.) is one of my favorite evidence-based observers of the printing world. He tends to say what he sees in the evidence, even if it ruffles some feathers. It's worth the click to Dr. Joe Hits a Postal Nerve: Playing Football with Baseball Bats? at

In addition to some entertaining back and forth about the USPS, there are seeds for thought in there for every printer.
Until the Postal Service, and members of the printing industry, firmly grasp that their competitors are digital media and not UPS, FedEx, or DHL, they will be attempting to play a sport with the wrong implements. You can't play football with baseball bats, but that's what they seem to be trying.
The thing is that in 21st century business competitors can quickly become allies. read the rest

Wednesday, August 20, 2008

An idea worth stealing

I found this at a Beautiful Experience. The post is called 30 Seconds to a Relationship. It's most definitely worth the click through, but in the meantime a selection:
We talked about 3/30/3/30 in our latest version of 4.5 ideas to decommodify your business. Here's more detail about what we mean.

3 seconds This is the benefit of doing business with you.
30 seconds This is the benefit with some elaboration and description.
3 minutes This is the benefit within the context of the problem/solution.
30 minutes This is the benefit applied to the specific client/prospect you are interacting with.

Tuesday, August 19, 2008

What are you paid to do?

Found this today at The Business of Print It's managed by Mike Philie, a vice president and consultant in the Print Consulting Services Group of NAPL,
We spoke about expectations; as the new sales managers, what does your boss, owner, management team expect from you? Only two of them felt somewhat comfortable about knowing the expectations that lie ahead. Not a good thing.

Alignment in all that we do is a critical component of successful companies. How can we work together as a team if we don't fully understand our goals and objectives?
The problem is that sometimes no one in the company has a goal more than "Get more.. read the rest