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.

PA 2018 120by Patricia Ames

In Arizona at the end of March, Samsung Printer Group held what may be their last national dealer meeting. Despite what could be described as a “fluid situation,” both Samsung and HP executives did a noteworthy job of outlining as much detail as possible about the impending transition while also maintaining an air of transparency — no small task given the large undertaking now in full swing and the level of anxiety of some of the dealers in the room.

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.

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?