Blogs

Ericka Gordonsqby Ericka Gordon 

Being the newbie at work is intimidating. Fresh out of school, you really don’t know anything about how things actually work in your field. There’s a huge gap between education and the workforce, but that’s a massive topic that I wont get into today. So yes, as I was saying, you have no clue what you’re doing. You wake up earlier than you did for those dreadful 8 a.m. classes, you dress up like an adult hoping no one will notice you’re an imposter, you sit in that awful traffic your parents used to complain so much about and spend eight hours trying not to leave the entire office with the impression that you’re a complete idiot. That’s a lot of pressure.

Christina Robbinsby Christina Robbins 

An interesting headline appeared recently in my hometown newspaper The Denver Post: “Video One gets June 5 closing date, set to sell 17,000 movies before final day.” The article explained that after 34 years, Denver’s oldest video store was closing. The article caught my attention because it describes a business that adapted in small ways to changes in their customer’s needs (they did start carrying DVDs and then Blu-rays in addition to videocassettes), but they did not anticipate or adjust for the true market change represented by Netflix, Hulu and other on-demand video services. Ultimately, that failure to adapt cost them their business.

Brad Roderick 2018 120by Brad Roderick

Sales leaders, are you feeling a little overwhelmed this time of the year? The fourth quarter is already speeding along with very little time to make any significant changes to the trajectory of 2016 revenue, and just when it’s time for that full-court, end-of-the-year press, prospects disappear into vacation and holiday season. Soon, reps will be starting to go into autopilot mode and the new budget for 2017 will be due.

EricStavola Picby Eric Stavola

For years I have been listening, reading, and hearing about our industry’s sales transformation — heck, I think I have even written a few articles on the subject. The sales transformation we were talking about was making the shift from selling hardware (commodity) to selling a service (annuity). However, lately I have been thinking, is that really it? I mean, we all work for or sell for at some level a manufacturer that manufactures hardware. So am I really to think that our industry is transforming away from hardware completely?  No, absolutely not. Transformation by definition means a complete or major change in someone's or something's appearance, form, etc.

Dan Strullby Dan Strull

You walk into an office, armed with knowledge of the industry tools, ready to tell the customer exactly what they need. You’ve found the perfect solution! The presentation goes exactly as planned, you highlight a great feature, a feature you think is perfect for this customer, and you scan the decision maker’s face. You’re surprised by the look of total disinterest. What went wrong?

PA 2018 120by Patricia Ames

NT-ware is a German software company in which Canon, in 2006, acquired a majority stake. NT-ware is the creator of uniFLOW, a software platform for print, scan and device management. At the recent analyst event at Canon headquarters in Melville, New York, Mason Olds, senior VP and general manager of Sales, Business Imaging Solutions division, mentioned in his presentation that Canon’s solutions business grew 18 percent and this growth was primarily driven by sales of the uniFLOW product. We were impressed by these numbers and wanted to explore in more detail how Canon is accomplishing this, so we sat down during the event with Karsten Huster, president of NT-ware, to get the scoop.

Lance Elickerby Lance Elicker

A common complaint I hear from companies we work with is, “I have too much paper, I need to get rid of it.” There are many reasons to want to get rid of paper: Lowering printing costs, being able to more easily find important information, not losing paper copies during a catastrophic event, and really a whole host of other reasons drive business owners to want to eliminate paper.

LorettaJones Insightly FULLby Loretta Jones

Despite all the focus that goes into advertising and marketing campaigns, there’s nothing like word of mouth to generate interest in products and services and influence customers.

Ericka Gordonsqby Ericka Gordon

There are many different types of internships. They range from fetching other people’s coffee to having the chance to get your hands on real work. I even came across an internship that allots one lucky applicant the opportunity to travel literally anywhere they want around the world (I’m talking multiple locations here) for two months. They called it an unternship. The person selected gets to map out their own adventure to gain real-world experience outside of a cubicle on the company’s dime.

John McIntyresqby John McIntyre

After HP hurled two pebbles (maybe big boulders?) into the imaging industry pond in mid-September, the ripples are expanding. We presented our initial thoughts on the announcement in the first part of this series, as well as in a webinar, which you can view here.