Brad Roderick

Two Keys to Sales Success in 2016

It is getting to be that time of year again. It’s the season that flies in with witches, goblins and the super heroes of Halloween, slows to tryptophan-induced lethargy on Thanksgiving Day, zooms into the tunes and thoughts of Christmas and leaves us watching a big ball drop and
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Diversification in the Aftermarket and Supplies Markets

Suppliers and wholesalers have been diversifying since the dawn of time. So when we write about diversification, it’s not like we’re talking about a new business strategy. What we are talking about are new products and services designed to uncover new opportunities for themselves
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Tradeshows and Conferences: Lessons in Sales

Tradeshows and conferences. For that perfect combination of “entertainment and education,” you really can’t beat tradeshows and conferences. Bring a few thousand (or more) salespeople together with a few hundred (or less, or a lot less) potential prospects and the show is a
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What’s Your Selling Style: Standup or Improv?

I count myself as fortunate. Before Saturday Night Live, before Mad TV, before Comedy Central, a few of us (all too young to have done it and gotten away with it) went to Second City in Chicago. It’s been too many years to remember who was up that night but I do recall how much
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There Must Be a Better Way!

If you have ever been through the pain of adding your first (or next sales rep), you know how frustrating, tiring and expensive this can be. Need more revenue? Hire some more salespeople. At first blush, it all seems so straightforward. Which is exactly how I failed in my first
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The Year Ahead

The holiday ham has been put away. The Christmas gifts have all been shoved back in the closet. The kids have returned to school. The holiday fun is over. While our non-revenue generating friends were busy unwrapping their boxes and bags, our tribe was unwrapping a gift of
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Looking Back on 2014 through the Highlights of the Year in the Document Imaging Industry

We have arrived at the end of another year and with it our final group of highlights. Not everyone I asked to share a highlight with ENX and The Week in Imaging responded to my request. After all, it was the end of the year, and lot’s to do before the holidays, particularly those
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