copier sales

Front line management is tough regardless of your functional area.  As a manager you need to deal with scheduling, employees’ personal issues, training and emergencies you could never have anticipated.  When you’re a front line sales manager you have to throw into the mix the Read More

I’m pleased with the nominations that are coming in for The Week in Imaging’s and Print4Pay Hotels Top Sales Rep Awards. In case you missed it when we originally announced this back on January 10, The Week in Imaging and The Print4Pay Hotel have joined together to present the Read More

So this has been annoying me quite awhile. It’s about selling professional services for workflow. Recently, I put up a poll on the P4P forums in reference to what we (salespeople) are charged when we sell billable hours.  Out of the responses we’ve received, 57% of Read More

It’s been a few days since I’ve had the desire to write.  I’d bet the ranch that if I was paid to write, well, let’s say it would be like a actor having stage fright. Ah ha!  That’s it, I’ve had writers block. The last few days, I’ve had Read More

Over the years I’ve seen a lot of really bad Copier and MPS proposals and some very good ones. The very bad ones far outweigh the very good ones. You’ve seen them, we call them, “hack proposals,” very vague, a price per month, nothing about delivery, Read More

I received this e-mail from a Print4Pay Hotel member a few weeks ago. “High turnover is common in the industry. Is it frowned upon if you join a competitor because they are offering more money”? Well, not really, who is going to do the frowning?  If it’s the company Read More

We’ve all had them right? At lunch today we spoke about the meeting that was too good to be true. The person you met with (who was to relay the information to the decision maker [DM]), was engaging, energetic, giving buying signs, basically all of the right stuff that says Read More

(This is a re-post from a few years ago, with a few changes and additional tips. Enjoy.) Last week we had a special training day for telemarketing; my how the day brought back memories about how I used to get additional business, find additional prospects, and/or make a new Read More

During the last three years I’ve been delighted to help rookies, newbie’s or whatever you’d like to call new people that are breaking into the Managed IT, Copiers and Managed Print Service  industry. I’m not a manager or owner (I was an owner once), I work down Read More

I wanted to blog a little about what’s creating some excitement in the field for me in recent months for MFP’s and printers.  Creating excitement for MFP’s and printers can be a daunting task at times. However, we listen to our prospects and customers first, ask Read More

Let’s see I entered the industry in 1980 via a State sponsored program to put people to work in the technology industry.  I went to copier training school for a good 12 weeks to learn how to become a copier technician and was paid $3.50 per hour. In 12 weeks I graduated and Read More

Where oh where has the year gone? With a mere 12 hours left of selling time for the month, the quarter and the year I was left with the daunting task of trying to enable another $20K of revenue to hit my mark of $80K or more for the month. While in the office today I yelled, Read More

The clock continues to tick; most in the office will hear my rants as the month and or quarter winds to a close. I can be heard mumbling, “Wwhy do people just not call you back anymore?” or “If you don’t want to talk to me, just send me an e-mail, Read More

Time and money. The two are intrinsically tied and if you are trying to get something done you are going to spend one or the other. When your core business is going well you focus on that and are very quick to make decisions regarding the tools and resources we need to get the Read More

Most will say, “Aargghh, it’s way too complicated and I don’t have the time for that. All I want to do is sell and make money or I’m sure the commission report is correct and there’s no need to double check.” Or how about this comment that was once stated Read More