by 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.
by 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?
by 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.
by 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.
by 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!
by 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.”
by 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?
by Brad Roderick
The year 2017 is in full swing and already 13 percent of it is gone! In December, we looked at a simple way to Jump Start 2017, as well as three primary roadblocks (false beliefs, chosen ignorance and irrational comfort) that can keep us from achieving the goals we desire. Now that we are nearly two months into the new year, let’s dive a little more deeply into a topic that can have the greatest impact on your road to success; your beliefs and your personal philosophy.
by Lauren Ford
Editor's Note: We chatted with several industry experts in the field of sales and marketing for the February issue of The Imaging Channel, "Best Practices in Sales & Marketing." Lauren Ford, marketing communications manager at Square 9 Softworks is our online exclusive.
by Luke Goldberg
The days of selling boxes are slowly fading. In response to a shifting marketplace, dealers are abandoning their transactional-based models for a solutions-based alternative. Many independent dealers are venturing beyond MPS into selling, managing, and in some cases hosting, enterprise content management (ECM), business process automation (BPA) and security solutions, just to name a few, plus offering a slew of other services to survive in a commoditized market.