- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
01/10/2024
A Different Sales Approach
I don’t think this is an original thought, but my friend Kelly Mallozzi often says, “if you keep doing what you’re doing, you will keep getting what you’re getting.”
Entering a new year, we make pledges and promises. We set goals. The common denominator comes down to one word: Different. That is, what will you do this year that is different from what you did last year?
In answering this question, your mind might go to sales activities: more calls, more new business, etc. Or, you might think of your target market differently and go after a different kind of account or a different sized company. What I am suggesting is you get more basic than that.
I want you to re-frame WHAT you do and think of it in a completely different manner.
Start here…
Someone asks what you do for work. What is your answer? Is it, “I sell print/signage/labels/promo…?” Are you a bit more grandiose and say, “I am in the graphic arts”?
While that is your job, it’s not what you actually do. What you do is to help your clients grow. You help customers find their customers. You help them differentiate. You solve problems. You find solutions. It just so happens the tools used to solve these problems are print/signage/labels/promo.
Why is this even a thing? Why is it important?
Because people who sell print/signage/labels/promo quote numbers, sell on price, and have temporary client relationships. Those who see what they do in a different light sit at the ‘Cool Table’, consult with clients, and win their orders based on ideas. Their opinions are sought after. They form life-long bonds with customers.
You are one simple mind-shift away from joining them.
So, I will ask you again, What do you do?
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
Other Vault resources:
Register Today for the 2026 Michigan Leadership Summit
Leadership, workforce engagement, sustainability, risk management, postal optimization, mergers and acquisitions, and artificial intelligence are all shaping the future of the printing and graphic communications industry. On Thursday, May 21, Graphic Media Alliance will bring together industry leaders and nationally recognized speakers for the 2026 Michigan Leadership Summit in Romulus, Michigan. This full-day experience features seven educational sessions designed to help organizations strengthen leadership, improve operational performance, and prepare for the future of print. Space is limited. Register today and secure your spot for one of GMA’s premier leadership events of the year.
Read MoreGMAAdvocacy(+): National Industry Coalition Challenges California Recycling Labeling Law
One of the most important benefits of GMA membership is access to advocacy efforts taking place not only within our region, but across the country through our partnership with the Americas Printing Association Network (APAN). In this important update shared through our industry network partners, a broad coalition representing packaging manufacturers, food producers, retailers, agricultural organizations, and print interests has filed a federal lawsuit challenging California’s SB 343 recycling labeling law. As legislation and environmental policy continue evolving across the country, GMA remains committed to keeping members informed, connected, and represented through collaborative advocacy initiatives.
Read MoreSelling or Buying a Business? What You Need to Know About Workers’ Compensation
Buying or selling a business involves far more than contracts and ownership changes, especially when it comes to workers’ compensation obligations and policy considerations. This important update from Sedgwick outlines what employers need to know about “successorship,” policy transfers, reporting requirements, and potential liabilities tied to business acquisitions, mergers, or sales. GMA members considering a business purchase, sale, or restructuring are encouraged to review this guidance carefully to ensure a smooth transition and protect their organization from avoidable workers’ compensation issues.
Read MoreTecnau and Standard Finishing Systems Announce Strategic Partnership
Automation, workflow efficiency, and integrated finishing solutions continue to shape the future of print production. In this announcement, new GMA member Tecnau and Standard Finishing Systems introduce a cooperative partnership designed to deliver integrated roll-fed and cut-sheet finishing solutions for print providers across the U.S. and Canada. For GMA members exploring workflow optimization and scalable automation strategies, this partnership highlights the continued evolution of connected print manufacturing environments.
Read MoreGoing Paperless Isn’t Always Greener
As sustainability conversations continue to shape business decisions, it’s important to understand the full environmental impact of both print and digital communications. While many assume digital is automatically the greener option, electronic communications carry significant environmental costs through energy consumption, data centers, device production, and e-waste. This resource from Two Sides North America reinforces the role paper plays in a renewable, recyclable, and sustainable circular economy.
Read More