Todd Kalagher: There is No "I" In Team Sales

In this pre-Edge Long Beach conversation, Todd Kalagher, SVP of Sales and Customer Experience at Allied Printing Services, dives into the core message of his upcoming session, "Selling as a Team Sport." Todd advocates for a collaborative sales culture in the print industry—one where knowledge sharing, mentorship, and cross-departmental trust replace siloed "lone wolf" behavior.

Key highlights from the interview:

• Sales in Print Is Complex: From offset to digital, mailing to fulfillment, new sales reps face a steep learning curve. Todd emphasizes the need for ongoing training and support structures.
• Collaboration > Competition: Sales should be a team effort across not just the sales department but also with production, estimating, and client services. Success stems from trust and shared responsibility.
• Red Flags in Sales Teams: Signs of dysfunction include individualism, lack of internal communication, overpromising to clients, and failing to tap into subject matter experts within the company.
• Mentorship and Learning: Kalagher stresses the importance of mentorship and creating forums—like show-and-tells and team accountability meetings—where sales reps can learn from each other’s wins and mistakes.
• The Power of Listening: One of the most valuable lessons Todd learned from his mentor? “If you're talking, you're not listening.” Listening deeply is a superpower in building long-term customer partnerships.