One thing that drives my wife crazy is that way I answer her questions about food. “Do you want chicken or steak?” My answer: “Yes!” If there are two good choices, I want both! This is also true when it comes to developing net-new business. Having spent the first half of my Read More

Imagine if your hardware revenue dropped by 12% year over year. Ouch! Continue imagining: what if, at the same time your hardware revenue dropped, your total revenue grew year over year? This is exactly what happened at Apple in Q2 2019. While the cash-cow iPhone business dropped Read More

In his book Fanatical Prospecting, Jeb Blount says, “The number one reason for an empty pipeline is failure to prospect.” That one statement sums it up pretty well. Our industry has always been known as team of hard-charging sales reps who knock down doors and take down deals. Read More

There are only two types of prospects: those who are looking for your products and services, and those who aren’t. If you want to grow sales in 2019, you’ll need to find ways to connect with both groups: Prospects who are actively looking for solutions to their problems need to Read More

When talking to a prospect, what answer do you give when they ask, “What do you do?” This simple question can be tough to answer when you consider every aspect of your offering: hardware, software, supplies, and services. In the few seconds of attention we have with a prospect, Read More

Ask an independent copier dealership what sets them apart and you get a consistent answer: “We deliver outstanding customer service.” There’s no question that the key value we bring is great customer service. Excellent customer service is the lifeblood of growth, sales Read More

Every day I talk to copier dealer principals and VP’s of sales about their marketing strategies. While dealers see the importance of online marketing with today’s buyer, every so often I hear the following when it comes to marketing: “I have a marketing department—it’s our sales Read More