You’ve invested countless hours, decades and millions of dollars to build your brand reputation within your marketplace. What steps have your sales reps done to build their brand reputation? When people ask, “So, tell me a little bit about yourself,” what are Read More

“Coffee is for closers.” What a legendary line from the iconic sales movie “Glengarry Glen Ross.” Closing is indeed part of the sales process. However, allow me to introduce you to a new sales mantra… “Content is for closers.” Think of all the collateral material you share Read More

  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

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

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

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

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

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

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

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

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

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

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

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

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