Years ago, I wrote in ENX Magazine that net-new meetings are the life source of the business technology dealership. And guess what? They still are. But almost everything else about our industry has changed. We’ve expanded beyond copiers into managed IT, cybersecurity, workflow, Read More

Dealerships across the country are investing heavily in managed IT services, cybersecurity offerings and technical infrastructure. The opportunity is clear: businesses today depend on secure networks, compliant data management and reliable technology environments to operate. Yet Read More

One of the goals of tennis players is to serve the ball so perfectly that the opponent can’t hit the ball back—that’s called an ace. Prospecting is very similar, in that you want to serve up a talk/email track so compelling that your prospect must accept it and say yes to a Read More

Having interacted with sales managers and their teams quite often during my 25 years in the industry, I often recall what my husband always asks me after every training session. He doesn’t ask about the performance of the sales executives, but rather, his question is, “How are Read More

When looking at how our business has evolved over recent years, it’s become clear that, if you’re a sales executive, you should consider adding marketing to your key initiatives and responsibilities. Combining these marketing efforts with prospecting can help you build your own Read More

I’ve always been impressed with people who are outliers, and I think they relate perfectly to successful sales executives in the imaging channel. I’m also a fan of and motivated by quotes from successful outliers. As we prepare for 2023, technology sales outliers (TSO) must Read More

There are two main considerations prospects usually evaluate before making a purchase decision. A company’s brand awareness and credibility Whether the company is trustworthy and likeable These principles can also work for other business efforts, such as scheduling a technology Read More

Net New meetings are the lifeblood of any dealership, and it is the fiduciary responsibility of the salespeople and their managers to make sure their dealership continues to grow and prosper. One aspect of this “Net New meeting process” is to prospect effectively using a variety Read More