3 Things Major Account Copier Reps Consistently Do to Shoot Themselves With Complacency Bullets

Inside copier dealerships, the major accounts department often represents the largest growth opportunity for most dealerships. However, VPs of sales and major account sales managers are becoming silently frustrated. So much potential inside our major account department, so much
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5 Things Top Sales Reps Do, and Why Most Just Shoot Themselves With Complacency Bullets

Successful sales reps often have indescribable and complex abilities that set them apart from their peers. These sales reps connect easily and build relationships with prospects. With pinpoint accuracy, they move opportunities through the pipeline and effortlessly close sales
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5 Adjectives to Consider as You Build Your Brand as a Copier Sales Rep

I know what you all are thinking… adjectives, brand, copier sales reps. Over my 28 years inside the copier channel, I have heard many colorful adjectives used to describe copier sales reps. I thought for a moment, “How can I turn this into a teaching moment?”
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Attention Sales Reps… If Your LinkedIn Profile Can’t Answer These 5 Questions You May Get “Vetted”

I am blown away how all the focus is continually being placed on what copier dealers need to do to succeed inside the office equipment environment. Copier dealerships need a dose of reality and accept the fact they must change their mindsets and become open to change if their
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You’re In Sales, Your Brand Does Matter: 5 Creative Ways Sales Reps Can Become Brand Magnets

As sales rep, your brand is extremely important to your success in this highly connected, digital business world. You do have a brand. It is what people associate with you; it is why your professional and personal network seeks you out for information. Social media is everywhere.
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How to Use New School Prospecting Methods to Crush It in Sales in the 21st Century

Face to face interactions are typically viewed as the single most valuable activity by any sales rep. However, opening the door and gaining a seat at the business table is tough. “How does a sales rep in a highly connected, digital business world capture the attention of an
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Sales Reps… It Is All About the Bait When You Cast Out Your Digital Fishing Pole

In my last post, Sales Reps… Why writing content should be part of your sales strategy, I speak to successful sales reps about how to recognize and learn how to not only engage the new digital buyer but to align their online and offline resources to the buyer journey.
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Sales Reps… Why Writing Content Should Be Part of Your Sales Strategy

Sales teams can’t go one day without hearing, “You have now entered the world of buyer empowerment.” Yes, thanks to Google buyers have the ability to research and make buying decisions independent of communication with sales reps. It is no secret, digital and
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Attention Sales Reps…Your LinkedIn Profile Is Your Storefront – Are The Windows Broken?

Think about this for a moment… I bet all of us have encountered the broken storefront window. Just for a second or two doesn’t this affect our thought process? What happened? Who did this? When will this get fixed? Track with me… When, as a sales rep, your
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5 Reasons Why Leaders of Copier Dealerships Should Write Blog Posts

Dealer principals and executives must keep up with the evolving business world to stay relevant and competitive. Employees, vendors, clients and potential prospects look to the top to communicate with you to foster trust and help them feel invested with the brand; your company.
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5 Reasons Why Leaders of Copier Dealerships Should Have Strong LinkedIn Profiles

More and more C-Level executives are becoming aware and comfortable with their own thought leadership style and their ability to reach more people than ever. LinkedIn has become the channel to share insight, expertise and knowledge. In the growing digital world, social media
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9 New School Approaches to Help Copier Sales Reps Prospect in All the Right Places

In all copier sales departments across the country and yes, even in Australia, there is not a week that goes by when you don’t you hear this: “Nothing happens until a sale is made.” Yes, sales is the life-blood of any organization, but I submit to you the following…
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Here Is How I Can Relocate To Sydney, Australia As A Copier Rep And Crush Quota Within 12 Months!

Over the past week, I had the honor and privilege to be a speaker at the annual BTAS conference in Sydney, Australia. Business Technology and Services (BTAS), is Australia and Asia Pacific’s premier event for dealers and resellers in the office equipment, document solutions
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How I used the Free Version of LinkedIn to do $1.3 Million in Sales in One Year as a Copier Rep

I absolutely love the personal relationship building aspect of sales. Based on building these personal business relationships, I discovered the secret power behind LinkedIn. It’s the personal connection which makes the difference. Bottom line… you can’t consistently
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3 Ways Copier Sales Reps are Nailing Net-New Quotas Using LinkedIn

In a previous post, I referenced how copier reps can boost their close rate by branding themselves correctly on LinkedIn. Inside Hubspot’s State of Inbound 2015, Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process.
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