Tom Callinan

Strategy Development to Hold MPS Sales Workshop in October 7 – 8 in Philadelphia  Aug. 27, 2014 – Strategy Development, a management consulting and advanced sales training firm, is conducting their MPS Sales training in Philadelphia, PA on October 7-8, 2014.  The class will Read More

There are two distinct approaches to MPS and they don’t mix well.  In accounts with fewer than 30 total devices, copier and print centric devices, selling an outsourced version of MPS is detrimental.  An outsourced MPS program involves a company putting the laser printers under a Read More

ENX Magazine and The Week in Imaging Announce Merger of Two Publications July 7, 2014 –Los Angeles, CA –  Susan Neimes, Publisher and Managing Editor of ENX (engage ‘n exchange) magazine and Scott Cullen, Publisher and Editor of The Week in Imaging (TWII), have Read More

OKI Data Americas Announces AirPrint Compatibility in Select Monochrome, Single Function Printers May 27, 2014 — OKI Data Americas has announced that its B710, B720, B730, B721dn and B731dn monochrome single function printers now support AirPrint – firmware upgrades for which are Read More

First, there is no such thing as an e-mail “template.”  If you send a template it may as well start with a delete button. Every e-mail needs to be customized to the person/company.  Do a few minutes—that’s less than five—of research to determine the content of the e-mail. After Read More

There seems to be a movement with “copier dealers” to prefunding a year’s worth of aftermarket in lease agreements. In this scenario the leasing company pays you 12 months of service and/or supplies that are bundled into a lease and discounts this revenue by 6 percent.  I have Read More

There is a question being asked on a sales management LinkedIn group, and I am paraphrasing, “Are high quality sales professionals born that way or developed?” This question demeans the sales profession. Would anybody ever ask if a doctor was born with his or her talent or Read More

For companies with sophisticated sales operations territory design is paramount to maximizing their investment in sales professionals. Can you imagine starting your sales career at IBM, GE Aviation or Oracle and being told, “your ZIP code is 19010 go out and find some business?” Read More

Front line management is tough regardless of your functional area.  As a manager you need to deal with scheduling, employees’ personal issues, training and emergencies you could never have anticipated.  When you’re a front line sales manager you have to throw into the mix the Read More

Kyocera Document Solutions America Expands ECOSYS Lineup  March 13, 2014– KYOCERA Document Solutions America has extended its ECOSYS lineup with three new color MFPs, one black & white MFP and two new black-and-white desktop printers. Each of the compact devices highlight Read More

What’s wrong with these people? Sales reps I mean. If you ask Tom Callinan of Strategy Development, the industry has changed, but some sales reps haven’t changed with it although he’s not really blaming them. “We’ve turned our sales forces into financial sales people,” opines Read More

BTA Southeast to Host Winter Break Feb. 14-15 in Orlando Jan. 14, 2014 – On Feb. 14-15, 2014, the Business Technology Association’s (BTA; www.bta.org) Southeast district will host its annual Winter Break event at the Walt Disney World Swan in Orlando, Fla. The event will Read More

The nuns at St. Rose Grammar school would be smacking my knuckles with a ruler if I made that statement, but the poor grammar is meant for emphasis.  As we work on sales effectiveness with our clients the most constant value proposition I hear is “we’re going to save them money.” Read More

Every other year The Week in Imaging presents its Top 40 Most Influential People in the Imaging Industry. It’s a broad mix of individuals consisting of those who make the tough decisions either at the top or at various levels within their organizations, those who others in the Read More

  MWA Intelligence Redefines Meter, Service and Toner Monitoring  May 22, 2013 — MWA Intelligence (MWAi) has announced a new iMPS print tracking sensor for the PRTG Network Monitor from Paessler AG. The iMPS sensor for PRTG Network Monitor automatically detects network MFP’s Read More