copier sales

I get it, we all need to drive net new business. We can’t survive by continually upgrading our base. Personally, I do a pretty good job with acquiring net new business.  A quick glance at my CRM will show that roughly 60 percent of follow ups and cold calls are for net new Read More

Good sales managers spend a significant portion of their time on the coaching and development of their salespeople.  This is your opportunity to become a difference maker in your salespeople’s career.  Something you need to understand is this:  Your entire value to your company Read More

(Editor’s note: This column from Art Post originally appeared in The Week in Imaging on March 2, 2012. Was he right about managed documents?) We’ve all read the hype about managed print services. Some of us have embraced it and some of us have tried it and stated it’s Read More

Some of us do ROI presentations and some of us don’t. For those who don’t you’re missing opportunities. Do not leave any stone unturned when consulting on current costs for the total cost of operation. Recently, I had the opportunity to provide a quote for two Read More

I’m on LinkedIn every day, how about you?  Some days it’s a few minutes and other days I could spend a few hours. For me prospecting is not about how many phone calls I make in a day to people who don’t want to talk to me, prospecting with LinkedIn has turned me Read More

I developed a wide format lead just about a week ago from an engineering company in my territory.  The company does not have a wide format system and is farming out all of their prints and copies to a local repro shop. The client specifically asked me about the Ricoh wide format Read More

What a day on the phones today; I needed to kick it up a notch. I’ve got 16 or so opportunities that I need to move forward and most seem to be stalling out. So, what do you do?  Simple, you make more phones and or stop ins.  Since, I’m backlogged with my calls, the Read More

I thought it was time to report on some of our Color Cost per Page Surveys that we’ve been running on the Print4Pay Hotel Survey Page. Thus, this is the second band that we surveyed our members for.  There will be four additional survey bands that we’ll post in the Read More

In the first part of this article I discussed changes in how paper is (not) being used, focusing on G&A expense reduction in your business, looking at service revenue that is unsustainable, and growing market share.  In this article I’m going to focus on sales processes. Read More

Print and Imaging as-a-Service (PlaaS) is an all-inclusive service including the provision of hardware and print management services without Customers having to own or lease any of the equipment or associated software. PlaaS moves operational accountability and responsibility for Read More

Make the calls and the prospects will be there; Whether you’re communicating via LinkedIn, sending e-mails, calling on the phone, or just knocking on doors, if you do the work, the prospects pool will only grow larger. A recent e-mail I received about the base metrics that sales Read More

Seems like I always have a good story to tell from my Presidents Club trip. This year our trip was to Montego Bay, Jamaica, we stayed at the Iberostar Grand Rose Hall Hotel.  I loved everything about this trip.  I’m even thinking about booking a week there next year. Read More

  (Editor’s note: While Art is away this week enjoying his President’s Club trip, and not blogging, here’s an oldie but goodie from a couple of years ago that’s still relevant today.)   “My pipeline is always 100,000K+ and I’m required to do 12-15 appointments Read More

Back in the mid to late ‘80’s I can remember always getting my butt kicked by Sharp.  Even better, if you owned a Sharp dealership you were in play to be bought by Alco Standard (January 1997 Alco Standard split into two companies with one becoming IKON Office Solutions).  It was Read More

Heard from a friend who is a Canon dealer. That dealer states Canon Business Systems (CBS) is dumping machines to his existing base and selling in most cases for 20 percent less than his cost! He also went on to state that CBS and Canon Dealers have no “Rule of Read More