sales

MSPs Should Know the SLA of Their Cloud Providers’ Failover Policy

Cloud providers have Service Licensing Agreements (SLAs), which will deliver varying levels of failover support. As an MSP facilitating such services for your clients, it’s imperative that you have the right information in this area. A lot of sales people are going to vet
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New Office Technology Podcast “The Yin and Yang Show: A Marketing and Sales Conversation”

West Palm Beach, FL (January 11, 2017) — The Yin and Yang Show: A Marketing and Sales Conversation, (yinandyang.fm), a podcast about inbound sales and marketing for the office technology channel, has just launched. The podcast will focus on sharing real-world experience and
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Elite Dealer Challenges Part 4: Sales and Marketing

Social media, SEO, web analytics–it’s enough to make a sales or marketing manager long for the good old days of cold-calling, advertising, and direct mail. In truth, the old days weren’t so good. Casting a wide net to capture prospects with just the phone, local ads, and
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BTA, GAP Launch New E-learning Program for Sales Reps

Kansas City, MO — In response to a recent survey regarding the association’s educational offerings, the Business Technology Association (BTA; www.bta.org) and Growth Achievement Partners (GAP; www.growthachievementpartners.com) have joined forces to offer the BTA Strategic Sales
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3 Things Major Account Copier Reps Consistently Do to Shoot Themselves With Complacency Bullets

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
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5 Things Top Sales Reps Do, and Why Most Just Shoot Themselves With Complacency Bullets

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
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Days in the Life of a Copier Salesperson

Editor’s note: Art Post has been running a series called “57 Days of Selling” on his  Print4Pay Hotel blog. The following is a collection of excerpts from that series that we thought ENX readers might enjoy and connect with. Day 2: After lunch it was call time, which was directed
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5 Adjectives to Consider as You Build Your Brand as a Copier Sales Rep

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?”
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One Marketing Lesson About Trying to Break Into the IT Services Business: Honesty Is the Best Policy

Marketing IT services is best done in a manner that is straightforward. “Honesty is the best policy” may be an old platitude, but it still rings true. When you are trying to make people think you are worth more than you actually are, you are liable to end up with an
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BTA Sales Management Workshop Scheduled for December 7-9

Kansas City, MO — On December 7-9, the Business Technology Association (BTA) will host the BTA Sales Management Workshop in Orlando, Florida. This workshop is a career development “must have” for sales management at all levels, and provides the knowledge, skills, process and
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How Your Office Technology Dealership Can Get Started Blogging

B2B companies that blog (regularly, as part of a strategy) generate 67 percent more leads than those that don’t. That’s why we say blogging is the cornerstone of your inbound marketing and lead generation strategy. Without content on your website answering
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Prospecting: Are You Evolving?

Recently, I have seen many articles asking the question, “Is cold calling dead?”. I don’t believe that any way I can connect with a potential customer is ever dead, but there is a better use of my time if I want to connect with a prospect. Think about it: how often do you pick up
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You’re In Sales, Your Brand Does Matter: 5 Creative Ways Sales Reps Can Become Brand Magnets

As sales rep, your brand is extremely important to your success in this highly connected, digital business world. You do have a brand. It is what people associate with you; it is why your professional and personal network seeks you out for information. Social media is everywhere.
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Focus On Results Not Methods

People despise being micro managed yet many in the imaging industry seem to excel at this approach.  Why this obvious dichotomy when most managers are fairly intelligent people?  My belief is poor training, lack of analysis, and a desire to change things quickly.  As a person who
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Staying Relevant in the 21st Century

I had a really powerful conversation with a friend of mine a few days ago. He’d just left his position of several years, managing a sales force selling to (through) independent dealers in his industry, both small and medium sized. He’d done a nice job. His division had posted
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