copier sales

While on a long drive to one of my accounts on the fringe of my territory, I had time to think about some of the technologies that I’ve used to help me sell copiers.  The Phone in a Bag:  Pretty cool right!  For you newbies, you probably didn’t even know that the Read More

I’ve been chomping at the bit to write this blog. Picture this, there are three sales people from three different dealers, and all have secured an appointment with the decision maker to replace the aging copier.  All three have the same level of tenure and experience, all Read More

Do you remember when leads were a weekly occurrence? Many years ago, it was not uncommon to get a few leads a week. Back in the ‘80s they would come via fax from the manufacturer. Advertising was done through various media sources like radio, TV, direct mail and print Read More

Monday? Everyone knows that a great copier sales person week starts late Sunday because we called it quits early on Fridays, especially in the summer. With that in mind, Sunday night is geared to getting these type of jobs accomplished. Answering e-mails that came in late Friday Read More

Name: Nate Robinson Title: Document Solutions Account Executive Company:  Impact Networking LLC, Waukegan, IL Years in industry: 16 New business revenue:  $737,238 Gross revenue: $2,457,459 (Revenue figures include equipment, software and maintenance) Units placed: 213 Wh Read More

No one would disagree that people are a company’s most important asset.  If I were a CEO I would be challenging my management team to develop their employees and search for highly qualified talent to bring into the company; employees with fresh ideas and approaches. In my thirty Read More

Name: Brian Behrens Title: Business Development Company: ProCopy Office Solutions, Inc., Tempe, AZ Years in industry: 15 years New business revenue: $1,630,000 Gross revenue: $2,175,000 Units placed: 278 What they’re saying about Brian: “We refer to Brian as the Michael Jordan of Read More

Name: Salisa Bacon Title: Business Consultant Company: Consolidated Copier Services, McDonough, GA Years in industry: 5 New business revenue: $190,000 Gross revenue: $280,000 Units placed: 38 What they’re saying about Salisa: “Salisa is a Great example for our new reps,” says Read More

First, there is no such thing as an e-mail “template.”  If you send a template it may as well start with a delete button. Every e-mail needs to be customized to the person/company.  Do a few minutes—that’s less than five—of research to determine the content of the e-mail. After Read More

I was born in the late fifties, by the time I was three years old, Xerox had introduced the first plain paper copier. The Xerox 914 was capable of producing 400 copies per hour. The speed per minute was under 7 pages per minute. Fifty some years later our current plain paper Read More

There is a question being asked on a sales management LinkedIn group, and I am paraphrasing, “Are high quality sales professionals born that way or developed?” This question demeans the sales profession. Would anybody ever ask if a doctor was born with his or her talent or Read More

I received another e-mail asking me if I had written a blog about educating end users of copiers why they should get a new copier from a dealer and not get one from a retail establishment. I’m hoping and guessing that they were referring to Staples, Max, Best Buy and the hordes Read More

One of the beautiful things about the game of baseball is the fact that stats are kept on EVERYTHING.  Think about it, how often has the casual fan heard an announcer in the World Series say, “He leads the American League in two out RBIs after the seventh inning in games since Read More

For companies with sophisticated sales operations territory design is paramount to maximizing their investment in sales professionals. Can you imagine starting your sales career at IBM, GE Aviation or Oracle and being told, “your ZIP code is 19010 go out and find some business?” Read More

Demo, what the heck is that?  In other posts I’ve mentioned that demo’s were the way we used to sell copy machines many years ago. One of the requirements of a copier sales person is that you needed to have some type of station wagon, hatchback or enclosed pickup Read More