Printing Industry Commentary & Analysis

Articles by Lisa Magnuson

Lisa Magnuson founded Top Line Sales in 2005. It has a proven track record of helping companies overcome the barriers to winning TOP Line Accounts. Learn more at www.toplinesales.com.

Displaying 1-12 of 12 articles

Sales Clinic: Is Your Sales Playbook Holding You Back?

Published December 14, 2022

The world of professional sales has changed dramatically, and if you haven’t reviewed and revised your “Sales Playbook” in the past couple of years, it may be holding you back. Contributor Lisa Magnuson looks at a few critical changes affecting each sales stage.

Get on the Same Page: Pre-Call Prep Leads to Better Prospect Meetings

Published August 29, 2022

Most salespeople agree that advance prep for important prospect meetings is a precursor for successful call outcomes—and the statistics confirm that sellers can gain at least a 20% bump in productivity through consistent pre-call work. Contributor Lisa Magnuson explains how to effectively prep for your sales call.

Align Your Goals: Pre-Call Prep Leads to Better Prospect Meetings

Published May 18, 2022

Most salespeople agree that advance prep for important prospect meetings is a precursor for successful call outcomes. Sellers can gain at least a 20% bump in productivity through consistent pre-call work. Contributor Lisa Magnuson offers some tips for effective pre-call prep.

Client Loyalty By Design: A Clear Strategy Rather than Happenstance Is a Powerful Approach

Published February 16, 2022

Market conditions and prospects have changed dramatically over the past year or so and it’s become harder, but more important than ever, to have a long-term and deliberate approach to retain your best clients. Lisa Magnuson offers a few considerations you help you build your client loyalty strategy.

Land The Big One: Three “Big Contract” Practices that Always Work

Published November 9, 2021

All salespeople want bigger contracts. Big contracts are the rising tide that floats all boats. But big deals can be complex, messy, and sometimes involve moving backwards to go forwards. Contributor Lisa Magnuson identifies three practices that always work.

Avoid The Stall: How to Keep a Customer Advancing Through the Sales Process

Published September 16, 2021

Statistics indicate that most “stalls” and “stops” in the sales process are associated with a lack of rigor during the qualify stage. Contributor Lisa Magnuson explains how to avoid “The Stall.”

Get Ahead of Your Competitors through Strategic Landmines

Published June 14, 2021

WhatTheyThink contributor Lisa Magnuson explains how to be pro-active and re-active toward your competition.

Coffee Is for Closers: Double Down During the “Qualify Stage” and Watch Your Close Ratios Skyrocket

Published March 15, 2021

Picture more contracts this year. Imagine fewer “stalls” or “stops” during your sales process. Visualize the impact of improved close ratios on your commissions. To make these dreams a reality, Lisa Magnuson talks about the “Qualify Stage.”

Three Strategies to Land 5X Deals: How to Increase Sales in Challenging Times

Published November 16, 2020

Salespeople who are trying to identify, develop and close big deals right now are facing unprecedented challenges. Lisa Magnuson details three strategies that will positively impact your win rates for contracts worth five times your average deal size.

Improve RFP Effectiveness Now: Don’t Fall Prey to the Pitfalls

Published September 14, 2020

Even during this global pandemic, request for proposals (RFP), request for information (RFI), request for quotes (RFQ) have not stopped, but successfully bidding on them has changed. Lisa Magnuson walks through some of the hazards, and ways of avoiding them.

What’s the Big Deal About A Sales Process?

Published June 9, 2020

Most sellers don’t want to think about their sales process, they just want to sell. But there are many benefits to having a clearly defined ands adhered to sales process. Lisa Magnuson outlines several steps to follow to increase sales.

Use Win Themes to Increase Prospect Receptivity

Published March 2, 2020

There is a secret sales strategy known as the “Win Theme”: a sales approach that aligns a prospect’s priorities and goals with your company’s strengths. Lisa Magnuson explains how you can use Win Themes to turn your prospects into customers.