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Greg Walters

empathy communication
Channel Voice Sales and Marketing 

New to Copier Sales: The No. 1 Characteristic You Must Own to Thrive Post COVID-19

October 12, 2020December 9, 2020 Greg Walters Greg Walters, new to copier sales, sales and marketing

For decades, salespeople have been told to sell strategically, become a consultant and trusted advisor, and stand with the prospect,

Read more
Channel Voice Sales and Marketing 

New to Copier Sales: B2B People Still Use Email. No, Really. They Do.

February 6, 2020 Greg Walters Greg Walters, new to copier sales

Instant message and chat are the some of the most common modes of communication today. It’s true. Back in the

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meeting
Channel Voice 

New to Copier Sales: How to Conduct a Meeting

January 6, 2020February 20, 2020 Greg Walters Greg Walters, new to copier sales, sales

If there is one constant in the copier world, it is the long, unending string of meetings you’ll attend, plan

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sales
Channel Voice Sales and Marketing 

New to Copier Sales: How to Talk with Prospects

December 4, 2019 Greg Walters Greg Walters, new to copier sales, sales

The first year of appointments presents many challenges to the new copier rep, not the least of which is building

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Assessment Strategy Evaluation Prioritize Icons
Channel Voice Sales and Marketing 

New to Copier Sales: How to Conduct an Assessment

September 4, 2019September 4, 2019 Greg Walters Greg Walters, new copier sales

The assessment is a foundational piece of the sales process and all dealers, resellers, manufacturers have a method, even if

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book
Channel Voice Sales and Marketing 

New to Copier Sales: Who Do You Read?

July 1, 2019 Greg Walters Greg Walters

I remember one of the first MPS training sessions I sat in on, back in 2007. It was conducted by

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MPS
Channel Voice Sales and Marketing 

New to Copier Sales: What’s This Thing Called Managed Print Services?

May 23, 2019May 23, 2019 Greg Walters Greg Walters, new copier sales

Once, long ago, “managed print services” (MPS) was considered an outlier, something in which only the fringe of our industry

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network
Channel Voice Managed Services 

New to Copier Sales: What’s This Thing Called Managed IT Services?

April 29, 2019April 20, 2020 Greg Walters Greg Walters, new copier sales

Managed services is referred to by various names — managed IT services, managed network services, MNS, etc. But no matter

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rollercoaster
Channel Voice 

New to Copier Sales? What’s Going on In Your New Industry?

April 5, 2019 Greg Walters Greg Walters

You’re hearing a great deal about “disruption” in the copier niche — but it’s actually turbulence, not disruption. A cursory

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evolution watch
Channel Voice Sales and Marketing 

New to Copier Sales: Evolving Into an Advisor

March 20, 2019 Greg Walters Greg Walters, new copier sales

One of the milestones of moving from a newbie to a seasoned veteran is your ability to present yourself as

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