Blogs

PA 2018 120by Patricia Ames

Jan De Kesel is managing director at eesyQ, a free mobile service portal and collaboration tool that provides a centralized ticket-communication between end users and suppliers. eesyQ is designed to change the way companies communicate and how service providers manage their service and support process. De Kesel holds several industry patents, and is an expert in office printing, imaging, and cloud- and mobile-based solutions. Since eesyQ centralizes assets and supplier management communication in a single mobile app, I wanted to get the story on how the tool can be used to facilitate service call resolution.

Luke Goldberg websqby Luke Goldberg

Ever since the first toner cartridge was remanufactured back in the 1980s, OEMs have been disparaging the quality of aftermarket cartridges. And while in those early days they were probably right to do so, times have changed and today’s remanufactured cartridges — some of them anyway — can be a quality alternative to the OEM.

Michael Amiriby Michael Amiri

Today, many office equipment dealers (OEDs) are standing at a crossroads. Print activity is declining and pricing is under severe competitive pressures. Like it or not, these current trends and ever-evolving technology are compelling reasons why OEDs are seeking additional revenue-generating opportunities in order to ensure continued growth. For many, managed IT services has been embraced as one of the key strategies to achieve that growth.

Brad Roderick 2018 120by Brad Roderick

Not so many months ago, a young squirrel narrowly missed being hit by a car as he darted across the street. For some reason, this narrow miss was different than all the others. The squirrel scampered over to the shade of an old oak tree and laid down, thinking about the events of moments before. He silently wondered why he hadn’t really thought about all the close calls over his short few years. Maybe it was his new family, maybe he was maturing, maybe he was suddenly being enlightened by some higher power. Shaking his head, he realized he had no idea (he’s a squirrel, after all) and went back to darting higher and yonder, searching for whatever a squirrel searches for and running from anything squirrels run from — which is just about everything.

Lance Elickerby Lance Elicker

Whether you are a sales rep, sales manager or the owner of a “solutions” company, you have heard the industry statistics around how printing is declining. The industry experts are saying you should diversify to continue to run a profitable organization as well as acquire and, more importantly, keep customers. These options are vast: Managed IT, MPS, ECM, capture, conversion services, website/SEO/internet services — I could go on and on. The philosophy makes sense. You’ve got a bunch of customers that are paying you money already, you’ve got great relationships with them, so of course they would buy this other stuff, right? Ehh … kinda?

EricStavola Picby Eric Stavola

At the very core of the digital transformation is that IT is now being looked at as a strategic asset and not a cost center. IT services are now being discussed as a critical component of business processes that build revenue and create competitive advantages.

Christine Erna Novitexby Christine Erna

A focus on customer experience – the type of interactions that occur between an enterprise and their customers – has come to the forefront of business management best-practices in 2017. For good reason too, because customer satisfaction determines, to a substantial degree, whether or not an enterprise will retain and grow its customer base, or slowly lose them over time. Customer experience is one main tenet that sets similar enterprises apart from one another.

Sheryne Glicksmanby Sheryne Glicksman

In December’s blog, Process Automation for 2017 and Beyond, I referenced questions that you could ask yourself that will help jump start next steps to automate your sales process. Today’s blog is about one of them: Prospecting with a purpose!

Brad Roderick 2018 120by Brad Roderick

Most salespeople are well versed in the importance of asking questions. Questions help uncover opportunities. Questions help uncover objections. Asking questions helps to retain control of the and guide the discussion. Questions are not simply the power technique of top salespeople. Rudyard Kipling knew the importance of asking the right questions: “I keep six honest serving-men, (They taught me all I knew); Their names are What and Why and When and How and Where and Who.”

KevinGuyby Kevin Guy

People buy emotionally but justify their decisions intellectually. Do you believe too much information shared too early can end a call prematurely?  Salespeople and other professionals take many approaches to demonstrating their expertise while attempting to build trust with their clients. What is the right approach for you?