sales

Kansas City, MO — In response to a recent survey regarding the association’s educational offerings, the Business Technology Association (BTA; www.bta.org) and Growth Achievement Partners (GAP; www.growthachievementpartners.com) have joined forces to offer the BTA Strategic Sales Read More

Inside copier dealerships, the major accounts department often represents the largest growth opportunity for most dealerships. However, VPs of sales and major account sales managers are becoming silently frustrated. So much potential inside our major account department, so much 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

Editor’s note: Art Post has been running a series called “57 Days of Selling” on his  Print4Pay Hotel blog. The following is a collection of excerpts from that series that we thought ENX readers might enjoy and connect with. Day 2: After lunch it was call time, which was directed 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

Marketing IT services is best done in a manner that is straightforward. “Honesty is the best policy” may be an old platitude, but it still rings true. When you are trying to make people think you are worth more than you actually are, you are liable to end up with an Read More

Kansas City, MO — On December 7-9, the Business Technology Association (BTA) will host the BTA Sales Management Workshop in Orlando, Florida. This workshop is a career development “must have” for sales management at all levels, and provides the knowledge, skills, process and Read More

B2B companies that blog (regularly, as part of a strategy) generate 67 percent more leads than those that don’t. That’s why we say blogging is the cornerstone of your inbound marketing and lead generation strategy. Without content on your website answering Read More

Recently, I have seen many articles asking the question, “Is cold calling dead?”. I don’t believe that any way I can connect with a potential customer is ever dead, but there is a better use of my time if I want to connect with a prospect. Think about it: how often do you pick up Read More

As sales rep, your brand is extremely important to your success in this highly connected, digital business world. You do have a brand. It is what people associate with you; it is why your professional and personal network seeks you out for information. Social media is everywhere. Read More

People despise being micro managed yet many in the imaging industry seem to excel at this approach.  Why this obvious dichotomy when most managers are fairly intelligent people?  My belief is poor training, lack of analysis, and a desire to change things quickly.  As a person who Read More

I had a really powerful conversation with a friend of mine a few days ago. He’d just left his position of several years, managing a sales force selling to (through) independent dealers in his industry, both small and medium sized. He’d done a nice job. His division had posted Read More

What was Bruce Lee trying to accomplish when he was studying so many different arts?  He would train in Wing Chun, Jujitsu, Kung fu, Aikido, Boxing, Judo, had a collection of over 2,000 books on philosophy, studied masters of a variety of martial arts and other subjects. I have Read More

“Fear came knocking at the door, faith answered, and no one was there.” Mark Twain I’d like to focus on the value of calling to the top that can eliminate many of the typical objections your sales team hears.  We need to start calling the CEO, the business Read More

The front line sales manager is one of the most important yet undeveloped positions in a company.  Many of these individuals are promoted out of a sales role where they excelled. The belief is that since they were successful sales professionals they can turn others into Read More