Under certain circumstances, account reps have been known to be less than forthright—not a scathing indictment of all of them, but let’s call it an unfortunate reality. It might be said that Tim Branion knew what kind of sales professional he didn’t want to be even before he became one.
Early in his career, the Valparaiso University graduate operated a print shop. During that period, he had the misfortune of purchasing a copier from a sales rep who was less than candid in relating what the machine could and could not do. Sadly, Branion had to find out from the technician installing the copier that a function the rep had assured him it could perform was not accurate.
“That experience stuck with me,” said Branion, a 2026 ENX Magazine Difference Maker. “It reinforced what I always believed; namely, that it is important to treat customers truthfully and respectfully. I am always extremely careful not to over-promise. In dealing with clients, I take pains to be very specific about what they can expect from the machine they buy or lease. It’s just the right thing to do. And I never want any technician or customer to experience what I did.”
Today, he is a sales manager for Pulse Technology, working out of the dealer’s Merrillville, Indiana, location. Branion’s journey has included experiences with both COTG (Xerox) and Applied Innovation. He was hired as a sales rep by Pulse honcho Chip Miceli. Branion truly felt at home as a rep, and what really underscored his zeal for sales took place in one post-installation meeting with a client.
“[The client] told me, ‘Nothing has ever gone this smoothly before,’” he related. “She was genuinely pleased, and it showed me how much I really enjoyed helping people.”
Unmasking Business
One of the crowning achievements for Branion came during the heart of the pandemic, when he played a critical role in taking down a prospect—a local academy that would consist of a 12×20’ digital wall and several indoor scoreboards. It was the relentless pursuit that made the win particular rewarding, particularly in light of the shutdown measures. He’d been persistent in sending flyers to the academy’s financial director that illustrated the dealer’s deep A/V catalog—all the while biding his time until an opportunity would present itself.
Curiously, the dealer cincher came in the form of hand sanitizer. Pulse had partnered with a midwestern distiller to create a special brand of sanitizer, and team members promoted it extensively. It was a forget-me-not that kept Pulse top of mind.
“The moral of my story is to always be in touch with your prospect and networks,” Branion added. “You never know where your ‘next big thing’ will come from.”
Pulse has truly been a great fit for Branion, who loves coming into the Merrillville office, where he’s forged strong bonds with colleagues. He’s keen on getting more involved with production print opportunities. The capabilities-laden production gear is a “great area to focus on,” with applications for small print shops and larger firms alike.
Rinse and Repeat
And while his earlier experience with the problematic account rep painted a picture of the unsavory habits a salesperson should avoid, Branion also appreciates that even his best, most honest efforts won’t always result in a win. Don’t allow yourself to get too down, he said, when the gig is won by a competitor.
“Do not take it personally if you lose a deal. Do your best to win the business, but remember that it is not personal, and work to find another opportunity,” he said.
Branion loves to travel. One of his greatest experiences was a recent Pulse trip to the Mediterranean, where he experienced Italy, France and Spain. What keeps his passport busy is qualifying for president’s club trips year after year.
