Social Sales Academy

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

Today the Social Sales Academy announced dates for the first Major Account Workshop on January 12-13, 2017 in Dallas, TX. The program will help major account reps build a business plan, integrate social selling aspects into their sales process, and incorporate solutions Read More

I am blown away how all the focus is continually being placed on what copier dealers need to do to succeed inside the office equipment environment. Copier dealerships need a dose of reality and accept the fact they must change their mindsets and become open to change if their Read More

Face to face interactions are typically viewed as the single most valuable activity by any sales rep. 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 an Read More

In my last post, Sales Reps… Why writing content should be part of your sales strategy, I speak to successful sales reps about how to recognize and learn how to not only engage the new digital buyer but to align their online and offline resources to the buyer journey. Read More

Today the Social Sales Academy announced the second LinkedIn Office Technology Sales Roadshow (www.linkedinroadshow.com). Hosted in five cities this October, these one-day events will equip business equipment and managed services sales reps to use LinkedIn more effectively. The Read More

Sales teams can’t go one day without hearing, “You have now entered the world of buyer empowerment.” Yes, thanks to Google buyers have the ability to research and make buying decisions independent of communication with sales reps. It is no secret, digital and Read More

Think about this for a moment… I bet all of us have encountered the broken storefront window. Just for a second or two doesn’t this affect our thought process? What happened? Who did this? When will this get fixed? Track with me… When, as a sales rep, your Read More

Dealer principals and executives must keep up with the evolving business world to stay relevant and competitive. Employees, vendors, clients and potential prospects look to the top to communicate with you to foster trust and help them feel invested with the brand; your company. Read More

Over the past week, I had the honor and privilege to be a speaker at the annual BTAS conference in Sydney, Australia. Business Technology and Services (BTAS), is Australia and Asia Pacific’s premier event for dealers and resellers in the office equipment, document solutions Read More

I absolutely love the personal relationship building aspect of sales. Based on building these personal business relationships, I discovered the secret power behind LinkedIn. It’s the personal connection which makes the difference. Bottom line… you can’t consistently Read More

In a previous post, I referenced how copier reps can boost their close rate by branding themselves correctly on LinkedIn. Inside Hubspot’s State of Inbound 2015, Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process. Read More