New to Copier Sales: What Is This Thing Called a “Service Department”?
As an office technology dealer, you may think you sell machines. You do not. You sell time. If a machine
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Channel Voice
AI Is Happening With or Without Us – Here’s Why I’m Choosing to Shape It
Leaders are sitting in boardrooms asking, “Can’t AI do that?” and they’re not wrong to ask. A lot of the
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‘Sleigh’ the RFP Season: How Rapid Response Management Saves December
December is a month of contradictions. While most teams are winding down with ugly sweater contests and peppermint lattes, sales
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New to Copier Sales: How to Train Your LLM to Train You
Sales managers chase training like it is a traveling circus. A new seminar. A four-hour webinar. A three-month program with
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Pilgrim Proposals: What the First Feast Teaches Us About Winning Bids Without Burning the Pie
Thanksgiving is the annual reminder that chaos, coordination, and conflicting opinions can still result in something worth celebrating. It’s a
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New to Copier Sales: What’s this Robot Thing?
“You are not competing with a robot. You are competing with a dealer that sells one.” This month, something a
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New to Copier Sales: What is this ‘CPC’ Thing?
In Game of Thrones, the Stark words were simple: “Winter is Coming.” Unlike the proud mottos of other houses, theirs was
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New to Copier Sales: You’re Not Selling a Machine; You’re Selling Time
Of all the phrases I’ve heard and repeated in this thing we call the “copier industry,” one of the best
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New to Copier Sales: How to Sell in the Land of Technology Run Amok
In the years I’ve been writing on The Imaging Channel, we’ve seen the rise and fall of managed print services.
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New to Copier Sales: When the LLM Writes With You, Not for You
No matter what you’re hearing, whatever the self-appointed “AI expert du jour” says, the large language model (LLM) doesn’t replace
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