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
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Greg Walters
New to Copier Sales: You’re Not the Boss of Me
Over the years, I have worked with dozens of sales managers. Unfortunately, I can only count two who possessed a
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Advice for New Copier Sales Reps: Evolving Into a Peer
A catchphrase you are going to hear a lot in the sales field is “trusted advisor.” This cliché is thrown
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Advice For New Copier Sales Reps: Ask More From Your Prospects
In your new world of copiers, training is a big component of the ecosystem — so big it’s like drinking
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New to Copier Sales: Of Likes, Shares and Comments
Twitter, Instagram, LinkedIn, Facebook — so many platforms, so little time. You’ve probably got an account on each of these
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Advice for New Copier Sales Reps: What Have You Gotten Yourself Into?
The following content is intended for new copier representatives. But if you’ve been around the copier block a couple of times,
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New to Copier Sales? What Are You, Nuts?
by Greg Walters “When I grow up, I want to sell copiers and printers,” said nobody, ever. “If two years
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