Great Opportunities

By Mike Philie
In March 31, 2009

…begin at the street level. Sales reps are the eyes and ears of a printing company. Great reps can sense emotion and read body language better than any email or web site can. As they speak with clients and prospects alike they can get a sense for how the business is doing and through research and questions can determine what their next big opportunity might be. If this is all true than why isn't your plant running on full??

One observation I have is that not enough reps put themselves at risk. That's right, risk. I'm not suggesting that they begin walking through traffic but rather break out of their comfort zone. Too many reps I meet have created a milk run with their existing clients and the same old prospect list that they've had for months. They speak with the same people every day in hopes that they'll begin hearing new things. I understand servicing existing business. I also understand new business development and it's not happening nearly as much as it should be.

Great opportunities may be right in front of you but you'll have to challenge and stretch yourself to uncover them. As I say, it's all about choices…you're up.
Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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