Three Value-Based Sales Conversations to Engage the Modern Buyer

  I can hear it now: “Buyers are treating us as a commodity”…“It’s all about price, price and more price”…“We don’t have anything unique to offer.” This can all be prevented. The modern buyer is better equipped than ever to drive salespeople toward commoditization. Prices
Read More

Brutal Honesty (Part Two): How Well Do You Know YOU as a Sales Professional?

In “Brutal Honesty: How Self-Reflection is Essential to Becoming a Better Sales Professional,” I shared with you how, as a sales professional, you should consistently reflect back upon your personal performance. What helped you to succeed during the day, week or month? What
Read More

Brutal Honesty: How Self-Reflection is Essential to Becoming a Better Sales Professional

You make the calls, you take care of your clients, you prospect, you lose some opportunities and you close deals as it’s the never-ending cycle of a hard-working sales professional. However, most in sales find themselves repeating the same sales tactics over and over again,
Read More

Attention Sales World: Somebody is Marketing Your Company. Who’s Marketing You?

Marketing is more than just advertising and selling products, solutions or services. Marketing addresses all aspects of growing a business’ client base as well as attracting new clients to their business. Highly effective marketing is a necessity, a make or break for some
Read More

Sales Leaders: Why is Your Sales Team Referring to Your Clients as Customers?

We would all agree, customer experience matters more now than ever before and sales reps who don’t adapt to a customer-led mindset through personalization will fall further behind and suffer major customer churn. In today’s modern business world, full of business
Read More

Three Ways Copier Sales Reps Take Their Customers For Granted

A massive challenge for copier sales reps is attracting and obtaining net new business while trying to retain current customers. Choosing where to spend your energy or how to divvy up your time can be challenging. I know how busy you all are running around doing “stuff!” It costs
Read More

How Social Turns Sales Reps’ Downtime into Prospecting Time

Face to face interactions are typically viewed as the single most valuable activity by any sales professional. 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
Read More

3 Ways a Servant-Led Mindset Helps Sales Reps Crush Quota

I would like for you to think about the people who have been leaders in your life. One of the fascinating aspects about the people who lead us, whether they are good, poor or indifferent is the fact we learn a thing or two from all of them. Some teach us how to lead while others
Read More

5 Proactive Paths Nex Gen Sales Reps Use to Grow Their Sales Revenue

A proactive sales rep is the kind of individual who’s always looking into the future in order to be prepared for anything. A successful sales rep exerts self-discipline to be proactive on behalf of their prospecting efforts. This is in complete contrast to reactive sales
Read More

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
Read More

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
Read More

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?”
Read More

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
Read More

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.
Read More

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
Read More
12