When your company is the largest office technology dealership in the country, the process of selecting a new individual to guide the firm can be a deliberate one. And for a $500 million performer like Marco of St. Cloud, Minnesota, it’s not a matter of placing an ad in Indeed or Read More

We kick off November’s State of the Industry report on coaching and training with a simple theme. We asked our esteemed dealer panel if the preference for both sales and technical training is to use internal instructors or turn to manufacturers and a broad selection of Read More

There’s no denying the success that Juliet Siro has attained. A graduate of both Farleigh Dickinson University’s Silberman College of Business in addition to Centenary University, she also holds an MBA in executive global business management. And in 14 years with Toshiba, she’s Read More

It’s essentially pointless to ask Anthony Sci what’s new in the world of Keypoint Intelligence (KPI). In a word: everything. The president and CEO of the global data and marketing intelligence provider to the printing industry (and a growing cadre of non-print sectors) is nothing Read More

Early in his career as an owner of an office technology dealership, Jeff Cousins wanted to create and solidify his reputation among clients. By doing so, he hoped to parlay it into a positive reputation that would enable his company, Kraft Business Systems, to be viewed as a Read More

There are ample variables a job candidate must weigh before deciding between two or more potential employers: financial compensation, benefits, opportunities for advancement, proximity to home and remote work possibilities, among others. But perhaps one area that tends to fly Read More

When it comes to dealer success (or failure) from a sales and marketing perspective, sometimes the sales force is given too much credit for the ability to close on deals, and marketing’s contributions are not always as valued as perhaps they should be. The one thing these types Read More

For better or for worse, a company’s corporate culture is often created and shaped by the attitudes, mores and actions of leadership that are observed by their charges, a.k.a. the team members. This is why many office technology dealers that value their reputation within the Read More

The ability to consistently reel in net-new business is the modern-day practice of panning for gold. Think about it. You’re picking out a region, digging through layers and sifting away until you find a gem that will yield untold riches. But the road to Sutter’s Mill is pocked Read More

The team members at Premium Digital Office Solutions (PDOS) in Fairfield, New Jersey, may want to add a holiday to their calendar and call it PB Thanksgiving. Had “PB,” an unnamed purveyor of postal equipment, not decided to make major changes to its compensation structure, then Read More

Is Peter Massaro a high achiever? That answer may lie in the fact that the chief operating officer for Milner wakes up every morning at 3 a.m. to begin fitness training. The early bird mentality allows him to begin the day with purpose and “[knock] out the first win before the Read More

It’s difficult to absorb any type of media, be it print or digital, without being inundated with news about artificial intelligence (AI). It’s truly permeating most aspects of life, and chances are you are either knowingly or unwittingly tapping into some iteration of AI. As the Read More

In August, John Bruno made the surprising announcement that he was stepping down as president and COO of Xerox. The 119-year-old manufacturer didn’t need to look far for his replacement, tapping Louie Pastor—previously an executive with the firm’s Global Business Services Read More

There is a psychology in B2B sales that asserts people only buy from those they like. In some instances, salespeople also have a disdain for potential business partners that needs to be overcome. Still, David Ardies doesn’t see it as being all that complicated. A sales lif Read More

Business is a journey dotted with destinations. And if there’s one thing Justin Rebhun has learned as a salesperson and a leader, how you get to those destinations is not as important as simply arriving at them. The president of FTG Texas, a Flex Technology Group company, Rebhun Read More