This article was submitted by T.J. Tedesco, founder and president of Grow Sales, Inc., and keynote speaker at the 2014 Print Leadership Summit.
In 2012, would you have predicted that a book manufacturer would increase its sales 50% in 2013? Or that a postpress equipment manufacturer would grow sales more than 15%?
“Whoa there, T.J.," you might be thinking. "Are these significant companies?”
Absolutely. Both have been around for decades, and both crossed into the eight-figured sales level last year. The book manufacturer client has reached heights that would’ve been unthinkable five years ago. The equipment manufacturer client may have been larger once, but that was nearly two decades ago.
How did they achieve this growth? Better operations execution? Better marketing? Better selling? Together these activities might boost sales and profitability a smidge. But...