The Imaging Channel

Solution Selling is Dead

“Business acumen” (BA) selling is what your prospects want today. You’ve heard them all: “Tell a story.” “Use LinkedIn.” “Sell

Over the years, I have worked with dozens of sales managers. Unfortunately, I can only count two who possessed a

A catchphrase you are going to hear a lot in the sales field is “trusted advisor.” This cliché is thrown

In your new world of copiers, training is a big component of the ecosystem — so big it’s like drinking

Twitter, Instagram, LinkedIn, Facebook — so many platforms, so little time. You’ve probably got an account on each of these

The following content is intended for new copier representatives. But if you’ve been around the copier block a couple of times,

by Greg Walters When viewed historically, advancements appear like a bolt of lightning — sudden and clear, impacting everything with

by Greg Walters “When I grow up, I want to sell copiers and printers,” said nobody, ever. “If two years

by Greg Walters A recent article on America’s dying industries on the website 24/7 Wall St. included industries such as

What does “scan once, print many” mean? Anyone? Bueller … ? Back in the good old days of analog copiers,