New to Copier Sales: Selling Remotely
Face-to-face selling has always been a business foundation, but COVID-19 is forcing us to do many things differently. This means
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sales
‘How Can I Help?’ — Sales During a Crisis
Now is a time for empathy and vulnerability in all areas – including sales. But it’s important to recognize that
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Prospecting for a Net New Revolution
“We are happy with our current provider and will let you know if we need anything.” This is an all-too-common
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Marketing to a Morphing Market in 2020
Operating in an environment featuring not only the widespread consolidation of dealers, but also the convergence of channel suppliers, makes
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New to Copier Sales: How to Conduct a Meeting
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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New to Copier Sales: How to Talk with Prospects
The first year of appointments presents many challenges to the new copier rep, not the least of which is building
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Calling All Dealers: Is it Time to Add VoIP?
Business owners are afraid of change for many reasons: “It will take too much time.” “It will cost too much
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Growth Drivers Part 2: Shifting Gears — Actions, Habits and Momentum
In the first installment of this two-part series on driving growth, we considered the concept of “purposeful intentionality.” At the
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Marketing: Could it Be Your New Differentiator?
It can be challenging for many office technology dealers to be effective marketers while also focusing on growing their dealerships.
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I Lost My Biggest Account. Now What?
Not a week goes by without getting a frantic call from a customer that goes something like this: “I think
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