I’m sure you’ve heard the comment, “there’s nothing new under the sun.” And although technology continually changes, making new things possible, some believe that sales best practices are timeless and will be around forever. I was recently on a conference call with a gentleman Read More

Anyone in business today is going to keep their eyes and ears open for new opportunity. Finding alternate and authentic paths to new, non-conventional revenue-generating products and services is harder than one might think. Occasionally, I have the pleasure of working with a Read More

In today’s BTA channel, you’d think that everyone would have mastered the MPS sales model by now, and easily built a nice portfolio of managed print renewals. I wish that were true. Launching services (MPS) from a hardware-centric industry is extremely challenging for many Read More

Yesterday, I heard about a business model, with an amazing growth track, that sells herbs across the United States. They’re not just selling plants—they’re selling an amazing dining-and-food-prep experience by helping clients focus on the things they love to do without worrying Read More

Looking for work? The position I have requires 10 to 12 hours a day of completely dedicated effort. If you’re going to be successful, you’ll have to document every single thing you do each day, all day long, in real-time. I want you to know right up front, you’ll face immense Read More

When I was a kid, I had an uncanny ability to visualize how things fit together. I could walk into a room where my younger brother had pulled apart all of his toy cars and trucks, and I could put them back together without ever seeing how he dismantled them. As a young man I rode Read More

Across any industry, you can find products and services being sold with little to no profit. Does that mean there are no deals that offer a nice profit opportunity? In our industry, if you listen, you can hear dealers every day talk about how hard it is to make a profit selling Read More

Adding products and services to any business doesn’t automatically mean the business will grow or be more profitable. It seems the process used most often is to shove the new products into the sales bag and push the reps out the door. When adding new products, one should always Read More

Intending to Grow Your Business in 2018? Do SOMETHING! We’re just finishing our year-end review, identifying the most important and concerning findings from 2017, as related to intentional business growth. It was a unanimous decision by our team that “doing nothing” remains the Read More

Any fast wind out of the north can propel a new trend. Trends are often created by accident when a business stumbles into a unique way of delivering solutions or recognizes inefficiency and take the time to get a little inventive. Knowing what trend to follow can be a little like Read More

Everyone has their own idea on how to successfully transform a sales organization to achieve success. I’ve seen hundreds of attempts at transformation that were not successful, and they all shared one common element: the lack of a plan. Without a strategy, transformation fails. Read More

As worldwide competition pushes its way into every industry, your go-to-market strategy must adapt to the future. But how? Most leaders in our industry say that selling managed services is the way to go. Many folks say they are selling managed services, yet they are not. To Read More

I’ve spent the last ten years coaching business owners and sales leaders on the proper design of their sales model. While I generally focus on new business and how to drive net new revenue growth, in this article I want to discuss something different: best practices to protect Read More

Though many may not know, there is a process for properly introducing new products into your company and market place. It’s common to see a dealer select a new product based on a current client inquiry or because they see the latest “gee-wiz” product at a show and decide they Read More

Recently, in a workshop at the Las Vegas ITEX trade show, I shared my high-level process to successfully transform a dealership from traditional hardware sales to managed services. I have refined my transformation process over the last 10 years, and for most dealers it takes Read More