sales

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 months ago, where we were able to place a new wide format unit. The other was a
Read More

Sales Leaders: Why is Your Sales Team Referring to Your Clients as Customers?

We would all agree, customer experience matters more now than ever before and sales reps who don’t adapt to a customer-led mindset through personalization will fall further behind and suffer major customer churn. In today’s modern business world, full of business
Read More

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! Now, I don’t mind going to Monmouth Park. While in my very early teens, my
Read More

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.  However, that’s not want I want to blog about tonight. Last night I found myself
Read More

Three Ways Copier Sales Reps Take Their Customers For Granted

A massive challenge for copier sales reps is attracting and obtaining net new business while trying to retain current customers. Choosing where to spend your energy or how to divvy up your time can be challenging. I know how busy you all are running around doing “stuff!” It costs
Read More

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 does a sales rep in a highly connected, digital business world capture the attention of
Read More

Saying “No” to Some Is the Reward to Those MSPs say “Yes”

Coming from a background in sales, and growing up in the imaging channel, I admit that saying “no” seems, well, stupid. After all, in the copy/print hardware world, if the price for a new product was a problem, you could always sell used. And if it wasn’t in the
Read More

Compass and GreatAmerica Announce Enhanced Integration

Boise, ID (April 2017) – Compass Sales Solutions, the industry leader in Sales Opportunity Software, is excited to announce its latest integration with GreatAmerica Financial Services Corporation. The new integration eases the task of submitting credit applications for office
Read More

Sailor Group Announces New Partnership with Campaign Monitor

Windermere, FL (March 15, 2017)– The Sailor Group, Inc., a Salesforce.com reseller partner and provider of professional services, training, consulting that helps companies get the most from their Salesforce implementation, today announced that The Sailor Group, Inc. has become an
Read More

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 device on the web was $2,500 less than my price and wanted to know why we were so much
Read More

Selling Managed IT Services: It’s About Approach and Organization

Most dealers find the sales process for managed IT services a challenge. Selling them requires a much more consultative approach, and it can take months to get a signed contract. To be successful with managed IT services, dealers have to exercise patience, have the right
Read More

Workplace of the Future Research Reveals Channel and MSP Opportunities

Konica Minolta recently sponsored the webinar, Transformational Tech: Building Your Workplace of the Future. Dan Schawbel, partner and research director at Future Workplace, an executive development firm dedicated to rethinking and re-imagining the workplace, was the main
Read More

3 Ways a Servant-Led Mindset Helps Sales Reps Crush Quota

I would like for you to think about the people who have been leaders in your life. One of the fascinating aspects about the people who lead us, whether they are good, poor or indifferent is the fact we learn a thing or two from all of them. Some teach us how to lead while others
Read More

Social Sales Academy Announces Major Account Sales Workshop

Today the Social Sales Academy (www.socialsalesacademy.net) announced the next Major Account Sales Workshop on April 10-11, 2017 in Dallas, TX. The program helps major account reps build a business plan, integrate social selling aspects into their sales process as well as
Read More

GreatAmerica Announces Managed IT Sales Training Dates with Alex Rogers

Cedar Rapids, IA – GreatAmerica Financial Services Corporation and Collabrance LLC announced today they will host four Sales Simplicity Seminars in 2017. The managed IT sales training will be conducted by Alex Rogers, founder of the IT services consulting firm CharTec. The
Read More