Sales & Service

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
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Copier Sales, Relationship Building and Commonality Garner Orders

Here’s a short story about two appointments I had later in the day.  Well, not really appointments but rather stop-ins with two existing accounts. One of those accounts was a net new from three
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Corporate Business Systems’ Johns Values KDA Relationship

Las Vegas — ENX Magazine spoke with several dealers during Kyocera’s Fiscal Year 2018 Business and Technology Conference, held here April 18-20, to understand their perspectives on the company,
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A Few Reasons Why Horse Racing and Selling Go Hand in Hand

Begrudgingly, I was off to the Monmouth Park thoroughbred horse race track during a Saturday afternoon in May.  My wife was adamant about my attendance since it was an in-law family event. Argh!
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Elite Imaging Systems’ Snyder Differentiates By Backing Promises with Results

Las Vegas — ENX Magazine spoke with several dealers during Kyocera’s Fiscal Year 2018 Business and Technology Conference, held here April 18-20, to understand their perspectives on the company,
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Sometimes We Forget to Mention All of the Value We Provide When Selling Copiers

Tonight, I find myself doing an overnight in Philadelphia. My day tomorrow will consist of consuming additional knowledge about ink technology which will one day replace toner technology
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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
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Why You Don’t Buy a Copier from the Web

With a recent appointment, my sales process took a few steps back when my prospect (net new client) challenged my pricing for a new A3 black Ricoh device. They stated that the price of the same
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