[PrintSales] Intro

[Scott Cappel]

I usually don't do intros, but I consider this list a bit special 
because its suddenly come to life, and its about what I do every day.

I'm a selling owner. I've never hired a salesperson, and I'm not sure 
I ever want to. I'm very close to a million in sales and I seem to be 
handling this level quite well.

My company's client base is about 99% corporate accounts. We gave up 
on walk in business our second year (1988) and have always been 
located in a commercial business park until last year when we bought 
a building, also in a commercial business park. We also ran a yellow 
page add in year 1 and that then stopped and never did another one.

My company runs on its own because of a core of well trained, highly 
experienced veterans whom I pay very well and they have a pact to 
"grow old together". But its not a family, at the end of the day, 
they go there way, and I go mine. Its a wonderful formula. I can go 
away for two week vacations and not even talk to them until I get 
back. Under this structure it allows me to really focus on sales and 
not worry about day to day operations.

I am Adobe trained and could easily teach a class on any part of CS2 
or Quark 7 or any other DTP or Microsoft operational software, I also 
do all of my IT (ecommerce servers, routers, network, servers, 
workstations, software) etc.

But the majority of my time is spent where I make the most money, and 
that is in client development and the sales process.

I'm very big into time management, and contact management software 
(GoldMine) because these tools help me stay organized. Motivation is 
not a problem for me. We all go through slumps here and there, but 
mine seem to be short lived because I keep my eye on the goal, and 
that is to grow.

I have no clients that buy on price, all on what we can do for them. 
Examples of some of my clients:

http://www.nanogen.com
http://www.acadia-pharm.com
http://www.avanir.com/
http://www.cardiumthx.com
http://www.diversa.com
http://www.elgar.com
http://www.forwardventures.com

Over 200 accounts currently, all corporate and all requiring a high 
level of support and expertise, which is my mission to provide.

I don't do BNI, or Chamber meetings, or any of the usual methods.

Sources of my new accounts in order:

Personal Referrals
Website
Telemarketing. I locate companies that I think would be a good fit, 
call em on the phone and get an appointment.

This is supposed to be an intro, I have a lot to say, and that will come later.

For now, if you're in sales, my personal hero has written a book. Its 
less than $20, you should read it too.

http://www.wendyweiss.com/sales_training_tools.html#ccwomen

Also, to echo Becky, anything by Gitomer

more later.

S.



















Scott Cappel
Sorrento Mesa Printing
7398 Trade Street
San Diego, CA 92121-2422
858-527-0800
858-527-1740 FAX
http://www.sorrentomesa.com

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