The Roundtable: Talking Business Development
Roundtable participants, from left to right in video: Emily Burkhart (Ideal Printers), Loren Willis (Hederman Brothers), John Misasi (Thysse), Hanna Schatteman (GSB Digital) and Todd Kalagher (Allied Printing).
This Dscoop Roundtable features a lively, honest discussion about business development in today’s print landscape. Five industry leaders share what’s driving growth at their companies, from refining sales strategies to building strong client relationships and creating standout service experiences.
One shared theme was the need for alignment between business development teams and company culture. Several panelists spoke about how successful sales efforts start with internal consistency — making sure everyone understands and lives out the company’s brand promise. That alignment builds trust with customers and gives teams the confidence to communicate value more clearly.
The conversation also touched on hiring, training and retaining sales talent. Panelists exchanged insights about what makes a great salesperson today, from curiosity and grit to listening skills and adaptability. They shared lessons from building teams with both experienced pros and eager newcomers, and the importance of setting clear expectations early.
Technology and data played a role as well. Participants described how they’re using tools like CRMs, email automation and production dashboards to track activity, support customer service and make smarter decisions. But just as important, they emphasized, are the simple habits: follow-up, handwritten notes and showing up when it counts.
This unscripted conversation offers plenty of relatable moments and actionable insights for anyone working to grow their print business in a thoughtful, sustainable way.
