sales and marketing

Focus On Sales and Marketing Alignment and Watch Your Office Technology Business Thrive

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
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Professional Sports Promotions Can Reap Sales Rewards on Back End

This time of year brings about two certainties: little (and not so small) people dressing in various costumes with the intention of getting a piece of candy or two from your bucket of goodies. And just before Halloween, we have the Fall Classic—Major League Baseball’s World
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Nontraditional Avenues Help Reinforce Dealers’ Sales and Marketing Tactics

Cold calls, warm leads and hot prospects. It seems most office technology dealerships are fairly adept at taking the temperature of their clients and prospective business partners, but sometimes it takes old-fashioned and sometimes indirect interactions to help set the stage for
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Solving Sales Problems Through Activity Management

Too many companies fail at creating a strong, high performance sales force. The most common reason is that the managers work from instinct and results, rather than process and activity. It doesn’t have to be that way. A good activity management program is within the reach of any
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“Ten Most Wanted” Topics: Part 1 of 2

There are many ways to analyze a business and equally as many ways to break down the details around it. Recently, I asked my team to look back over the last few years to see if we could identify a pattern or somehow gather the ten most popular topics discussed with dealers.
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Marketing at the Speed of Business

  Sales and marketing are often considered to be the same thing, but nothing could be farther from the truth. In our industry, or any industry for that matter, you often see positions offered for a VP of Sales & Marketing. While I do believe there are talented and
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The 30-Minute Relationship

Recently, while perusing discussions on my LinkedIn groups, I saw a statement that can only be described as a doozy:  another sales trainer posted, “I can teach you to build a relationship, based on trust, that will last a lifetime, and accomplish that within a 30 minute sales
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