Sales & Service

In our previous look at vertical-driven business, we examined the art of developing competencies within a given set of market spaces. This time around, we’re asking our panel to provide a glimpse Read More

One of the elements of the Konica Minolta dealer conference, held in Newport Beach, CA, from March 4-6, was the solid array of products manufactured by the OEM and some offerings displayed in Read More

Rick Taylor will be the first person to tell you that he relishes competition. The president and CEO of Konica Minolta strolled the stage of the cavernous and intimidating Segerstrom Center for Read More

It might be said that RJ Young’s recent acquisition of Automated Imaging Systems (AIS) was 15 years in the making, but only needed 30 days for completion. RJ Young President and CEO Chip Crunk Read More

How does a dealership like Kelley Imaging Systems of Kent, WA—or any dealer for that matter—employ sales reps that have some specialization in certain vertical markets, but can talk the talk of a Read More

Technology and sales enablement tools are not only helping sales professionals gain momentum in their marketplace, they’re also changing the way they sell their services. Selling Read More

OK, so the calendar reads March 1, and I’m as ready for spring to arrive as the next fellow. But February always gets the short-shrift, and IT security is too important of a topic to abbreviate. Read More

MSP sales may benefit from an “oblique” approach, which is an approach that isn’t necessarily straightforward. Especially given that MSPs generally have a longer “sales Read More