Sales and Marketing

Artificial intelligence (AI) is no longer an experimental tool; it’s now reached the point where it can be used to influence how B2B organizations build trust, engage customers and accelerate growth. For CEOs, COOs and business owners, understanding these developments is Read More

One of the goals of tennis players is to serve the ball so perfectly that the opponent can’t hit the ball back—that’s called an ace. Prospecting is very similar, in that you want to serve up a talk/email track so compelling that your prospect must accept it and say yes to a Read More

When you boil marketing down to its core, it’s really all about storytelling and a human-to-human connection. The mission and vision of the organization, the personality of the brand and the why behind the what—that’s the backbone of marketing. However, how we tell that story, Read More

When looking at how our business has evolved over recent years, it’s become clear that, if you’re a sales executive, you should consider adding marketing to your key initiatives and responsibilities. Combining these marketing efforts with prospecting can help you build your own Read More

I’ve always been impressed with people who are outliers, and I think they relate perfectly to successful sales executives in the imaging channel. I’m also a fan of and motivated by quotes from successful outliers. As we prepare for 2023, technology sales outliers (TSO) must Read More

A consultant I hired when I was VP of sales and marketing for a $30 million MSP told me about the secret behind successful salespeople. He said they’re great at finding growth trends, and once they do, they focus their efforts on those trends because that’s where the opportunity Read More

For too long, the office technology industry has taken a device-centric view of meeting market demand. Dealers have evolved to MPS, vertical IT integration services and a host of new value-added solutions in recent years to enhance customer value and long-term profitability. But Read More

While there’s absolutely no substitute for a strong closer, learning how to increase lead generation is just as important. Providing your sales professionals with qualified leads offers them an opportunity to focus on the sales process rather than prospecting. Here are eight Read More

Years before I defected from journalism to join the glamorous world of marketing and advertising, I was one of those pain-in-the ass editors who consistently tossed aside press releases that began with “so and so company, the world leader in…” I did so because not everyone can be Read More

A few years ago, at the Imaging Industries Executive Connection Summit, I recall another speaker saying that 41% of millennials preferred digital communication over live communication. As a B2B sales coach and owner of a digital marketing agency, that stat rung my bell. When Read More

Office technology as-a-service continues to gain popularity, even in these challenging times. But it’s easy to get wrapped up in the technical details of this new way to buy. So much so that the complementary need to develop a new way to sell takes a backseat, particularly when Read More

The COVID-19 pandemic has reshaped the workplace as we once knew it. Gone are the days of face-to-face meetings and crowded spaces—at least for the foreseeable future. Businesses need solutions that address the current climate, while also maintaining safety guidelines as Read More

One thing that drives my wife crazy is that way I answer her questions about food. “Do you want chicken or steak?” My answer: “Yes!” If there are two good choices, I want both! This is also true when it comes to developing net-new business. Having spent the first half of my Read More

Imagine if your hardware revenue dropped by 12% year over year. Ouch! Continue imagining: what if, at the same time your hardware revenue dropped, your total revenue grew year over year? This is exactly what happened at Apple in Q2 2019. While the cash-cow iPhone business dropped Read More

Office Technology Providers have always been good at listening to the needs of their customers. They are passionate about innovating and developing new solutions that ultimately help their customers succeed. They learn new technologies, adopt new product lines, and develop Read More