sales

In Sales Professionals Chase Excellence, Not Shiny Objects; the overall objective was simple… just get to work and stop chasing shiny objects. What would happen if you got rid of the excuses, overcame your fears and squashed your ego? How would this change your sales results? How Read More

Three salespeople garner an appointment with the same client. One of the salespeople is with the incumbent dealer of the account. The other two are on the outside looking in to gain net new business. The client is at the end of a five-year lease for a color A3 MFP (30 ppm). Other Read More

Conversations are the strongest sales tool that sales reps have in order to effectively build credible relationships with their clients, their brand and their company. Unfortunately, many in sales believe their customers enjoy working with them because they have the best products Read More

How do I achieve my desired sales goals over and over? Thomas Jefferson once said, “I’m a great believer in luck, and I find the harder I work, the more I have of it.” You may have noticed those other sales reps who always seem to get so lucky. You could attribute it to the best Read More

If you grew up in the 1980s like me, you no doubt were a huge Star Wars fan and loved to play with the action figures. Of course, you probably had no idea that the massive success of the Star Wars toys caused a huge problem for other toy companies and even changed the original Read More

“Coffee is for closers.” What a legendary line from the iconic sales movie “Glengarry Glen Ross.” Closing is indeed part of the sales process. However, allow me to introduce you to a new sales mantra… “Content is for closers.” Think of all the collateral material you share Read More

The pull economy is gaining momentum across many industries. When will the office technology channel be impacted? Let’s go back in time to when copying and print usage was growing. Everybody was printing everything. The information one read was on paper; back then things just Read More

  I can hear it now: “Buyers are treating us as a commodity”…“It’s all about price, price and more price”…“We don’t have anything unique to offer.” This can all be prevented. The modern buyer is better equipped than ever to drive salespeople toward commoditization. Prices Read More

In “Brutal Honesty: How Self-Reflection is Essential to Becoming a Better Sales Professional,” I shared with you how, as a sales professional, you should consistently reflect back upon your personal performance. What helped you to succeed during the day, week or month? What Read More

You make the calls, you take care of your clients, you prospect, you lose some opportunities and you close deals as it’s the never-ending cycle of a hard-working sales professional. However, most in sales find themselves repeating the same sales tactics over and over again, Read More

Here’s a short story about two appointments I had later in the day.  Well, not really appointments but rather stop-ins with two existing accounts. One of those accounts was a net new from three months ago, where we were able to place a new wide format unit. The other was a Read More

We would all agree, customer experience matters more now than ever before and sales reps who don’t adapt to a customer-led mindset through personalization will fall further behind and suffer major customer churn. In today’s modern business world, full of business Read More

Begrudgingly, I was off to the Monmouth Park thoroughbred horse race track during a Saturday afternoon in May.  My wife was adamant about my attendance since it was an in-law family event. Argh! Now, I don’t mind going to Monmouth Park. While in my very early teens, my Read More

Tonight, I find myself doing an overnight in Philadelphia. My day tomorrow will consist of consuming additional knowledge about ink technology which will one day replace toner technology.  However, that’s not want I want to blog about tonight. Last night I found myself Read More

A massive challenge for copier sales reps is attracting and obtaining net new business while trying to retain current customers. Choosing where to spend your energy or how to divvy up your time can be challenging. I know how busy you all are running around doing “stuff!” It costs Read More