Sales & Service

When I was hired at the Xerox Corporation as I started my career in sales, I learned quickly that math and understanding numbers were requirements for being successful in my new profession.  In Read More

(Editor’s note: Since I didn’t receive an article from David in time for my deadline this week, I am resurrecting an oldie but goodie from back in July.) I am the world’s worst Read More

It’s a cliché that sales is a “numbers game.” Basically, that phrase means that the more people you try to sell to, the more sales you will make. Experienced salespeople know their “ratios”: for Read More

In planning for an event where I was speaking to a group of owners, I had been talking with several CIOs, IT decision makers (Professional IT Buyers) and doing a lot of research on their likes Read More

As the title of this article implies, the best Managed Print Service (MPS) reps are built not found.  As MPS gains more exposure, acclaim and momentum, more dealerships are looking to jump on the Read More

There may have been a time when a salesperson simply needed to know the product in order to succeed. That time is no more. Today’s sales professional must understand their prospective client’s Read More

Many companies struggle to be efficient and effective in implementing new strategies, approaches, and initiatives. Companies faced with increasing customer requirements, multi-product and vendor Read More

Why do you need to change?  Because sales leaders that are field facing and front line sales professionals in the trenches know that using past approaches – approaches that may have been Read More