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“Situational Selling”* is a term we use to describe opportunities for inkjet printing that come and go every year. This is another in a series of ideas to help you identify sales opportunities. We’ve given you several ideas for situational selling opportunities. Here are a few more: Automobile dealers target specific times during the year to have special sales. Take Presidents Day, for example. This has somehow become a national holiday for the car business. Then there’s Spring Clearance, Memorial Day, Summer Sales Event, Fall Specials, and on and on. Did you know one in three people who test drive a car, buy a car? This is why car salespeople are so anxious to get you behind the wheel. Keep that in mind as you are formulating your sales pitch. Churches have membership drives that coincide with back-to-school. Families tend to return to the flock at the same time their kids are returning to the classroom. Dealing with the church is not always easy, given the fact that decisions are …

How can you get someone to trust you, to like you, to be on your side and feel like you’re in the trenches together … sometimes without even saying a single word? The answer? Master “Mirroring.” Mirroring is when you mimic someone’s behavior, their tone or their mannerisms. Mirroring is an often innate trick with body language that can help you build a better bond. Imagine you’re sitting across a table from someone having coffee. Now picture this … you lean in, they lean in, you drink your coffee, they drink their coffee, you smile, they smile. What starts to happen? You’re literally in sync together and subconsciously that leads to trust and a better report. We like that person more because we literally see a version of ourselves. In fact, studies show that mirroring behavior actually activates the area in the brain that process rewards and makes you feel good. You’re probably thinking “that doesn’t work!  But it does … consistently. Retail sales people who mirrored verbal and …

“Situational Selling”* is a term we use to describe opportunities for inkjet printing that come and go every year. This is another in a series of ideas to help you identify sales opportunities.   2020 has been an extraordinarily difficult year for non-profits. Even before the pandemic, a change in the tax rules had a dramatic effect on their fundraising efforts. The IRS altered how it treats donations and what it allows to be deducted. The net result has been devastating and their urgent requests for help have been drowned out by stories of COVID-19 and wildfires and politics and…   Suffice it to say these are challenging times.   Ordinarily, the holiday season— the season of giving— is also prime time for fundraising requests. Your mailbox is all the proof you need of this point. In 2020, the phrase “Now, more than ever” is getting a workout as non-profits seek to stay in business.   But, let’s up the ante a bit…   Surely there is a non-profit or two close to your heart? Why not …

The coordination between marketing and sales has never been more important, and is particularly critical at the bottom of the sales funnel when both teams are hard at work to convert prospects into solid customers.   While you’ve been busy collecting email addresses and devising compelling content that demonstrates your thought leadership and printing solutions, your sales team has been eager to know who your next hottest prospects are so they can act to seal the deal. You can identify these folks via a three-step process: determining who is a “marketing qualified lead” (MQL), those who are “sales accepted leads” (SQL), and finally those prospects who are ID’d as “sales qualified leads” (SQL). Let’s examine all three, what defines them, and what you goals and actions are at each stage.   First, you probably have already identified “just plain” leads. Perhaps they’ve shown some interest in you, via website visits or downloaded content. Your job in parsing through this complexity can be …