We Need More Sales

By Mike Philie
In May 16, 2008

Not many owners would argue with that one. I see more and more companies with new equipment and the latest and greatest technology waiting to be deployed at the first hint of a customer with a print job. Why don't companies just open the spigot and increase their sales? Tell the reps to get out of the office and hit the bricks? If only sales would go out and sell!

As many well know, selling is not about bringing the donuts and shooting the breeze anymore. Those days have long passed (although when it was good, it was really good…).

Selling today is much more of a strategic effort that must start at the top. As owners and senior managers, you need to identify the types of businesses that you can expect to make a reasonable profit from. You need to know what services and products they use to make a profit from and be able to deliver the goods. And finally, you need to understand who at the client company really makes the decisions and how they can be impacted by working with your great company.

The stakes have gotten too high and the competition to fierce to just leave it up to the sales force to go out and find some customers. Take ownership of your current and future client relationships. Without your involvement and guidance, you get what you get for better or worse.

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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