Sales & Service

Digging for Data: Capture Solutions Complement Dealer’s Enterprise Content Management Platform

To err is human, but there is no forgiveness for users whose repository of information is flawed. Content management explodes on the launching pad when content fidelity is compromised.
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Visual Edge Technology: Owners on the Same Page, Writing a New Chapter for Office Technology Dealerships

Brian Frank had a pretty good idea of what the future would look like for the office technology dealer universe, and the president of Graphic Enterprises Office Solutions wanted to play a big
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More Big MPS Deals Reported Among Xerox Channel Partners

Two recent signings provide further evidence that channel partners are finding growth opportunities with Xerox’s Managed Print Services (MPS). Multi-brand print dealer Alberta Printer Service won
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Attention Sales Managers: Is Your Quota Breath Holding Your Sales Team Back?

I’m not knocking you sales managers. I know you’ve invested a great deal in creating sales strategies to help increase your teams’ win rate. I know you’ve heavily invested
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Sharp’s Mike Marusic Provides Insight to His New Role as Head of SIICA

Last month, Sharp Electronics Corp. announced that Mike Marusic would take the helm as president and CEO of Sharp Imaging and Information Company of America (SIICA). He replaced Doug Albregts,
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Three Easy Ways to Win or Lose a Sales Job

Being a recruiter for four years now, primarily a sales recruiter, it’s astonishing to see well-qualified candidates get a thumbs-down during an interview process. “How is that possible?” I would
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How Many Leads Do You Really Need?

Reverse Engineering the Lead Funnel Every time we conduct a survey of our office equipment dealers, we ask what their top challenges are in the coming year. And every year since I can remember,
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From AI to the Cloud and Beyond, Tracking the Evolution of ECM

In conjunction with this month’s state of the industry focus on ECM, document capture and related software, we asked our panel of software vendor experts to chart out how they envision the
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