Amy 2018 120by Amy Weiss

If it’s true that enthusiasm is contagious, then we were all infected at this week’s Xerox launch event in New York. Billed as the largest product launch in its 110-year history, Xerox launched 29 new A3 and A4 devices — and yet, the hardware is not entirely the point of this launch. It was more about user experience, connectivity and a new way to look at the future of work.

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!

Amy 2018 120by Amy Weiss

Epson celebrated the first day of spring with another big move in the office inkjet space: the release of two new devices, the WorkForce Enterprise WF-C20590 A3 multifunction printer and the WorkForce Pro WF-C869R A3 multifunction printer.

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.”

Amy 2018 120by Amy Weiss

It was just about a year ago that Canon announced Toyo Kuwamura, then president and CEO of Canon Solutions America (CSA), would add the roles of senior (now executive) vice president and general manager, Business Imaging Solutions Group, Canon U.S.A. (CUSA BISG) to his title — an act which may have created more complicated job titles but was a precursor to a simplified approach within the company itself — the One Canon initiative previewed at an analyst event last August. The vision of One Canon, designed to strengthen its B2B divisions and reinforce partnerships with its dealers, has now been in place for more than six months, and in March 2017, press and analysts were invited back to get a feel for how things are progressing.

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?

Brad Roderick 2018 120by 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.

Lauren Fordsqby 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.

Luke Goldberg websqby 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.

Ben Bohman webby Ben Bohman

There are several reasons why companies today are switching to managed IT services providers. Following are just a few.