sales strategy

Selling production printers requires a more consultative, solutions selling approach, and the decision maker is likely not the same person as for a copier sale. “The prospect is looking to the dealer or the vendor for business services. ‘How are you going to help me make money Read More

Successful sales reps often have indescribable and complex abilities that set them apart from their peers. These sales reps connect easily and build relationships with prospects. With pinpoint accuracy, they move opportunities through the pipeline and effortlessly close sales Read More

There’s a giant disconnect between salespeople and the people they want to sell to. Both are having conversations online about managed IT services and printing hardware. That’s a good thing. Those conversations aren’t with each other. That’s not a good thing. According to HubSpot Read More

I know what you all are thinking… adjectives, brand, copier sales reps. Over my 28 years inside the copier channel, I have heard many colorful adjectives used to describe copier sales reps. I thought for a moment, “How can I turn this into a teaching moment?” Read More

  Last month, the Seaport World Trade Center in Boston was packed with MSPs and office equipment dealers learning and gathering information and resources they need to build, manage and grow their business. Navigate 2016 by Continuum offered an abundance of content in 36 Read More