solutions selling

OK, so you’ve sold a workflow solution to the client. That was the easy part. Now the nightmare can begin. Did we say nightmare? We meant to say implementation. When a project ushers in various departments within a client’s operations, it can sometimes lead to miscommunications, Read More

Although our industry is changing by maturing and consolidating, some things nevertheless remain the same. One of them is the debate over pricing. Ever since I started in this industry back in the 1980s, there has been constant pressure to gain more market share and move more Read More

This week Tony Nami, president of Prior & Nami Business Systems in Trenton, NJ discusses what’s hot and what’s not in his market. Prior & Nami represents Canon, Konica Minolta, Sharp, and Muratec. What’s hot? Nami: In addition to being a copier dealer we provide IT Read More

Ever wonder what the largest applications are for solutions sales within the imaging channel today? While attending Lexmark’s recent dealer meeting in Lexington, KY, I sat in on a breakout session focused on “Lexmark Solution Strategies” where that question was answered. The Read More