Hunting. Farming. Fishing. Selling.

David Fellman says print salespeople need to have the same skillset as fishermen

10 March, 2017

When it comes down to price

Dave Fellman says you do need a Plan C, but it is not wise to go straight there.

20 January, 2017

Value, cost and price

Dave Fellman says print salespeople should steer negotiations with clients to start with value, not price.

25 November, 2016

Opportunity in price point

Dave Fellman says price is often an issue, but not always a problem.

25 October, 2016

Are you really prospecting?

Sales guru David Fellman says salespeople need to get real about the prospecting process.

30 September, 2016

Are you really networking?

Dave Fellman assesses the best way to use networking groups to gain new customers.

19 August, 2016

One winner, but how many losers?

Dave Fellman says print sales people need to play the game on their own terms to beat the odds.

22 July, 2016

It ain’t over till it’s over

Dave Fellman says printing sales people should take heed of the observations of US baseball legend Yogi Berra.

24 June, 2016

Continuing with the flow

Dave Fellman says we need to be proactive in keeping hold of customers.

24 May, 2016