Relationships

By Mike Philie
In August 10, 2008

Whenever I speak to a group of printing sales people I hear of the great relationships that they have and how important those are to drive business. I couldn't agree more. What I will challenge though are two things: are the relationships as deep within the organization as they should be or are they with one or two people; and are these relationships with the right customers?

I sometime question the alignment of the sales effort with what the company really needs to grow and survive during a slow economy. Might be a good discussion for your next sales meeting.

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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