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sales

remote selling
Channel Voice 

New to Copier Sales: Selling Remotely

November 12, 2020 Greg Walters remote work, sales

Face-to-face selling has always been a business foundation, but COVID-19 is forcing us to do many things differently. This means

Read more
empathy
Channel Voice Sales and Marketing 

‘How Can I Help?’ — Sales During a Crisis

April 6, 2020April 19, 2020 Dale Dupree covid19, covid19-resource, sales

Now is a time for empathy and vulnerability in all areas – including sales. But it’s important to recognize that

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revolution calling
Features February 2020 Sales and Marketing 

Prospecting for a Net New Revolution

February 1, 2020February 6, 2020 Dale Dupree February 2020, sales, sales and marketing

“We are happy with our current provider and will let you know if we need anything.” This is an all-too-common

Read more
Features February 2020 Sales and Marketing 

Marketing to a Morphing Market in 2020

February 1, 2020February 6, 2020 Noelle Kull February 2020, marketing, sales, sales and marketing

Operating in an environment featuring not only the widespread consolidation of dealers, but also the convergence of channel suppliers, makes

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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

Read more
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

Read more
voip phone
Channel Voice 

Calling All Dealers: Is it Time to Add VoIP?

February 6, 2019 Eric Johnson add-on services, sales, voip

Business owners are afraid of change for many reasons: “It will take too much time.” “It will cost too much

Read more
roderick-0219
Features February 2019 Sales and Marketing 

Growth Drivers Part 2: Shifting Gears — Actions, Habits and Momentum

February 1, 2019April 25, 2019 Brad Roderick Brad Roderick, sales, sales and marketing

In the first installment of this two-part series on driving growth, we considered the concept of “purposeful intentionality.” At the

Read more
heskje_0219
Features February 2019 Sales and Marketing 

Marketing: Could it Be Your New Differentiator?

February 1, 2019April 25, 2019 Josie Heskje Josie Heskje, marketing, sales, sales and marketing

It can be challenging for many office technology dealers to be effective marketers while also focusing on growing their dealerships.

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Henderson 0219
Features February 2019 Sales and Marketing 

I Lost My Biggest Account. Now What?

February 1, 2019April 25, 2019 Sarah Henderson sales, sales and marketing, Sarah Henderson

Not a week goes by without getting a frantic call from a customer that goes something like this: “I think

Read more
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