{"id":62591,"date":"2024-11-27T09:40:02","date_gmt":"2024-11-27T17:40:02","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=62591"},"modified":"2024-11-27T09:40:05","modified_gmt":"2024-11-27T17:40:05","slug":"table-setter-dealers-are-laying-groundwork-for-2025-sales-success","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/editors-blog\/2024\/11\/table-setter-dealers-are-laying-groundwork-for-2025-sales-success\/","title":{"rendered":"Table-Setter: Dealers are Laying Groundwork for 2025 Sales Success"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

Sales momentum is as much psychological as it is quantifiable. If an account representative has confidence, even if it\u2019s a tad unwarranted, the upshot is a positive and aggressive push from quarter to quarter. We live in a world where perception is essentially reality, hard numbers be damned!<\/p>\n\n\n\n

We\u2019re approaching the end-of-year period where sales VPs generally fall into two schools of thought: it\u2019s either a) a terrible time for selling or b) an opportune time to do business. Add to that a third group that has already hit their number and are easing into cruise control for December. But what happens in the next month can go a long way toward connecting on the year-to-date goal, and providing true momentum as 2025 plans are unfurled.<\/p>\n\n\n\n

As we close out the State of the Industry report on sales, we asked our dealer panel to ponder the variables that will help cap off 2024 in fine fashion.<\/p>\n\n\n\n

\"\"
Lance Redler, Levifi<\/figcaption><\/figure><\/div>\n\n\n\n

At Levifi, a well-stocked warehouse and strong promotional pricing for account reps to leverage has been a driving force in its 10% year-over-year growth in imaging. The Charleston, South Carolina, dealership is also making a concerted Q4 effort to swap out Xerox 7800 MIF, as the manufacturer announced it would no longer support the series come Jan. 1, notes Lance Redler, Levifi\u2019s CRO.<\/p>\n\n\n\n

\u201cThere\u2019s a giant push to get every one of those out of the field, which in itself will provide natural growth,\u201d Redler said. \u201cI\u2019m thinking we should win 90% of them, and the rest will keep those machines until they die.<\/p>\n\n\n\n

\u201cOur prospect base for the fourth quarter is probably twice as much as normal. So we\u2019re looking forward to finishing 2024 really strong.\u201d<\/p>\n\n\n\n

Consultative Posture<\/strong><\/p>\n\n\n\n

\"\"
Jay Feldman, LDI Connect<\/figcaption><\/figure><\/div>\n\n\n\n

With such a diverse vertical profile that includes nonprofits, education, legal, professional services and health care, LDI Connect sees an abundance of growth opportunities within its customer base, notes Jay Feldman, senior vice president, client management and strategy. The Jericho, New York, dealer seeks to expand on its consultative approach and capitalize on its assets, from marketing and the CRM to using AI, to spread the message to clients and prospects.<\/p>\n\n\n\n

\u201cWe’re continuing to invest in sales training, improving across functional collaboration between sales and marketing, service and support, and leveraging those technologies to optimize the sales process,\u201d he said. \u201cThe better we can be at our process, the better we can continue to strengthen our go-to-market strategies and develop new business opportunities, and go deeper and wider with our current base.\u201d<\/p>\n\n\n\n

\"\"
Josh Salkin, EDGE Business Systems<\/figcaption><\/figure><\/div>\n\n\n\n

Josh Salkin, a partner with EDGE Business Systems in suburban Atlanta, notes the company has done much to assist their mailing clients with IMI certification. He believes some notable trends will continue to garner momentum in 2025.<\/p>\n\n\n\n

\u201cProduction continues to be a big growth area and software products lead our value proposition,\u201d Salkin said.<\/p>\n\n\n\n

\"\"
Sam Stone, Stone’s Office Equipment<\/figcaption><\/figure><\/div>\n\n\n\n

There\u2019s a lot to be said for gaining a bigger portion of the client pie, notes Sam Stone, president of Stone\u2019s Office Equipment in Richmond, Virginia. Maintaining a constant focus will enable account reps to be on the lookout for opportunities.<\/p>\n\n\n\n

\u201cIn our weekly meetings (and throughout the week) we keep emphasizing going deeper with current clients,\u201d Stone said. \u201cIf they have a copier, look for printers. If they have copiers and printers, look for display boards or scanners.\u201d<\/p>\n\n\n\n

Floor It!<\/strong><\/p>\n\n\n\n

\"\"
Scott Bonck, Applied Business Concepts<\/figcaption><\/figure><\/div>\n\n\n\n

A Q4 sales contest will enable Applied Business Concepts to finish 2024 with a flurry. Scott Bonck, vice president of sales, feels that momentum will carry over into the new year.<\/p>\n\n\n\n

\u201cWe want to start fast and not look back\u2014all gas, no brakes,\u201d he said. \u201cThe net-new business is what\u2019s going drive us forward and to get us where we want to be.\u201d<\/p>\n\n\n\n

\"\"
Dan Abbuhl, Repeat Business Systems<\/figcaption><\/figure><\/div>\n\n\n\n

The momentum at Repeat Business Systems continued following a highly successful Q3. President Dawn Abbuhl is confident in the business plan they\u2019ve crafted, and its looking like Q4 may be even more fruitful.<\/p>\n\n\n\n

\u201cI think we\u2019re going to finish strong,\u201d she said. \u201cI\u2019m excited to see how the new plan is going to work for 2025.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

Sales momentum is as much psychological as it is quantifiable. If an account representative has confidence, even if it\u2019s a tad unwarranted, the upshot is a positive and aggressive push from quarter to quarter. We live in a world where perception is essentially reality, hard numbers be damned! We\u2019re approaching the end-of-year period where sales VPs generally fall into two schools of thought: it\u2019s either a) a terrible time for selling or b) an opportune time to do business. Add to that a third group that has already hit their number and are easing into cruise control for December. But what happens in the next month can go a long way toward connecting on the year-to-date goal, and providing true momentum as 2025 plans are unfurled. As we close out the State of the Industry report on sales, we asked our dealer panel to ponder the variables that will help cap off 2024 in fine fashion. At Levifi, a well-stocked warehouse and strong promotional pricing for account reps to leverage has been a driving force in its 10% year-over-year growth in imaging. The Charleston, South Carolina, dealership is also making a concerted Q4 effort to swap out Xerox 7800 MIF, as the manufacturer announced it would no longer support the series come Jan. 1, notes Lance Redler, Levifi\u2019s CRO. \u201cThere\u2019s a giant push to get every one of those out of the field, which in itself will provide natural growth,\u201d Redler said. \u201cI\u2019m thinking we should win 90% of them, and the rest will keep those machines until they die. \u201cOur prospect base for the fourth quarter is probably twice as much as normal. So we\u2019re looking forward to finishing 2024 really strong.\u201d Consultative Posture With such a diverse vertical profile that includes nonprofits, education, legal, professional services and health care, LDI Connect sees an abundance of growth opportunities within its customer base, notes Jay Feldman, senior vice president, client management and strategy. The Jericho, New York, dealer seeks to expand on its consultative approach and capitalize on its assets, from marketing and the CRM to using AI, to spread the message to clients and prospects. \u201cWe’re continuing to invest in sales training, improving across functional collaboration between sales and marketing, service and support, and leveraging those technologies to optimize the sales process,\u201d he said. \u201cThe better we can be at our process, the better we can continue to strengthen our go-to-market strategies and develop new business opportunities, and go deeper and wider with our current base.\u201d Josh Salkin, a partner with EDGE Business Systems in suburban Atlanta, notes the company has done much to assist their mailing clients with IMI certification. He believes some notable trends will continue to garner momentum in 2025. \u201cProduction continues to be a big growth area and software products lead our value proposition,\u201d Salkin said. There\u2019s a lot to be said for gaining a bigger portion of the client pie, notes Sam Stone, president of Stone\u2019s Office Equipment in Richmond, Virginia. Maintaining a constant focus will enable account reps to be on the lookout for opportunities. \u201cIn our weekly meetings (and throughout the week) we keep emphasizing going deeper with current clients,\u201d Stone said. \u201cIf they have a copier, look for printers. If they have copiers and printers, look for display boards or scanners.\u201d Floor It! A Q4 sales contest will enable Applied Business Concepts to finish 2024 with a flurry. Scott Bonck, vice president of sales, feels that momentum will carry over into the new year. \u201cWe want to start fast and not look back\u2014all gas, no brakes,\u201d he said. \u201cThe net-new business is what\u2019s going drive us forward and to get us where we want to be.\u201d The momentum at Repeat Business Systems continued following a highly successful Q3. President Dawn Abbuhl is confident in the business plan they\u2019ve crafted, and its looking like Q4 may be even more fruitful. \u201cI think we\u2019re going to finish strong,\u201d she said. \u201cI\u2019m excited to see how the new plan is going to work for 2025.\u201d<\/p>\n","protected":false},"author":166,"featured_media":62592,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,1650,82,3900,1638],"tags":[4266,3821,4100,4410,2258,3436],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/62591"}],"collection":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=62591"}],"version-history":[{"count":1,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/62591\/revisions"}],"predecessor-version":[{"id":62593,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/62591\/revisions\/62593"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/62592"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=62591"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=62591"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=62591"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}