Skip to main content

November 2024

Digital Transformation (DX) Notes for the Week

Third week of November 2024

Sponsored by

  • New Report Reveals 'Grind' of Digital Transformation, Slow Road to Success
    • Highlights the challenges businesses face in meeting digital transformation goals.
    • Discusses the emergence of a "digital vanguard"—organizations excelling in achieving outcomes.
    • Stresses the importance of patience, strategic planning, and innovation for success.
    • Explores trends and insights from recent surveys on transformation progress.
      Read more

  • APEC Countries Focus on Sustainability, Digital Transformation Amid Uncertainty
    • Covers outcomes from recent APEC meetings emphasizing sustainable trade and digital innovation.
    • Discusses initiatives aimed at balancing economic recovery with digital advancements.
    • Highlights the role of international cooperation in driving regional digital transformation.
      Read more

  • Where AI Can Accelerate Digital Transformation
    • Explores how AI technologies enhance digital transformation efforts across industries.
    • Highlights use cases in engineering, such as predictive maintenance and process optimization.
    • Suggests that AI is pivotal in streamlining operations and boosting productivity.
      Read more on Engineering.com

  • Baker Hughes Digital Transformation Strategy and Innovation Programs 2024
    • Provides insights into Baker Hughes' digital transformation strategies and programs.
    • Discusses how the company leverages advanced technologies to improve efficiency and innovation.
    • Highlights key initiatives that position Baker Hughes as a leader in digital innovation.
      Read more

  • Skills Shortage Still Holding Back Pharma's Digital Transformation: Survey
    • Examines workforce challenges in the pharmaceutical sector's digital transformation journey.
    • Reveals a global skills gap that limits the adoption of advanced digital tools.
    • Suggests strategies for addressing talent shortages and fostering innovation.
      Read more

  • Understanding the Advantages and Current Challenges of Digital Banking Transformation
    • Highlights how digital banking reduces reliance on physical branches and improves customer experiences.
    • Discusses ongoing challenges, including cybersecurity concerns and legacy system integration.
    • Suggests that banks must adopt agile strategies to remain competitive in the digital age.
      Read more

  • Banks Bet on AI to Deliver Digital Efficiencies
    • Reports on the growing use of AI in banking to drive operational efficiencies.
    • Explores how AI aids in predictive analytics, fraud detection, and personalized customer services.
    • Highlights the challenges that banks face, including regulatory hurdles and implementation costs.
      Read more

  • AI Platforms Driving Business Transformation in the UAE
    • Showcases how AI platforms are reshaping industries and fostering digital transformation in the UAE.
    • Highlights insights from industry experts on the integration of AI into business models.
    • Discusses the impact of AI on competitiveness and innovation across various sectors.
      Read more

  • Mobile AI Opens New Horizons for Sustainable Business Growth in the Digital Age
    • Examines the transformative role of mobile AI in enabling sustainable business practices.
    • Highlights its applications beyond telecommunications, including finance, healthcare, and logistics.
    • Suggests that mobile AI is a cornerstone of economic and digital development globally.
      Read more

  • How Are Modern Financial Technologies Developing? Digital Transformation of the Current ...
    • Discusses the rapid evolution of fintech and its impact on financial systems.
    • Highlights innovations like blockchain, AI, and digital wallets that are transforming client interactions.
    • Explores how fintech is shaping business models and improving financial accessibility.
      Read more
  • Digital Transformation Part 2: Three Must-Haves For Successful Execution
    • Explores critical elements necessary for achieving digital transformation success.
    • Stresses that digital transformation is synonymous with business transformation.Offers strategies to overcome common challenges and ensure alignment across teams.
      Read more

    • How Digital Transformation Helps Small Businesses Grow
      • Highlights how small businesses can leverage technology to improve operations and customer experience.
      • Discusses cost-effective tools that enable scalability and competitive advantage.
      • Explores case studies of small businesses achieving success through digital innovation.
        Read more

    • Building Smarter: How Digital Transformation Tackles Today's Biggest Challenges in Construction
      • Details how digital tools address efficiency, safety, and sustainability challenges in construction.
      • Explains the role of compliance software in tracking energy use and meeting sustainability goals.
      • Describes innovative methods to improve collaboration and project management.
        Read more

    • 3 Long-Term Shifts Behind the Consulting Industry's Massive Evolution
      • Explores the impact of AI and digital transformation on the consulting industry.
      • Discusses how the evolving role of consultants and skills gaps are reshaping the field.
      • Highlights emerging trends that redefine client-consultant dynamics.
        Read more

    • Gartner Report Predicts B2B Ecommerce's Future Will Be Led by AI and Digital Transformation
      • Examines AI-driven innovations shaping the future of B2B ecommerce.
      • Provides insights on aligning digital commerce strategies with evolving industry trends.
      • Highlights Gartner's predictions and their implications for business leaders.
        Read more

Today's Hacked

11/19/2024

Sponsored by

Recent Hacking Incidents and Cybersecurity Concerns

Gaetz Sexual Misconduct Testimony Hacked After Trump AG Pick

  • Hacker reportedly accessed files containing testimony related to allegations against Matt Gaetz.
  • Hacked testimony includes a deposition from a woman who was 17 at the time of the alleged incident.
  • Officials are investigating the breach, which has intensified the controversy surrounding Gaetz.
  • Read more

AI Automation Firm iLearningEngines Hacked, $250K Stolen -

  • Hackers targeted iLearningEngines, redirecting a $250,000 wire transfer.
  • AI-powered automation platform disclosed the breach and is working to secure its systems.
  • Incident highlights vulnerabilities in financial transaction systems.
  • Read more

Microsoft Announces Zero Day Quest Hacking Event

  • Microsoft launched "Zero Day Quest," a large-scale hacking event with $4 million in rewards.
  • Event focuses on identifying vulnerabilities in AI systems and promoting cybersecurity research.
  • Participants will target high-impact areas for maximum threat mitigation.
  • Read more

Stop & Shop Shelves Empty After Parent Company Hacked -

  • Stop & Shop continues to face supply chain disruptions after a cyberattack on its parent company.
  • Breach has caused widespread shortages across Massachusetts stores.
  • Efforts are underway to restore operations before the Thanksgiving rush.
  • Read more

Fortinet Windows VPN Hacked to Steal User Data

  • Chinese threat actors exploited a vulnerability in Fortinet's VPN to steal login credentials.
  • Security researchers urge users to update their systems immediately to prevent further breaches.
  • Attacks highlight the importance of securing remote access tools.
  • Read more

Tesco Hand Scanners Hacked to Play Metallica

  • hacker managed to modify Tesco handheld scanners to play Metallica songs.
  • hack was achieved through a "simple trick," causing a buzz on social media.
  • Tesco has since patched the issue to prevent further misuse.
  • Read more

US Senate to Investigate Suspected Chinese Hacking

  • Senate committee will investigate Chinese-linked cyberattacks targeting US telecom networks.
  • incidents reportedly compromised sensitive infrastructure and user data.
  • Experts will present recommendations to strengthen national cybersecurity measures.
  • Read more

Fighting Cybercrime: The Evolution of Hacks

  • Retrospective analysis of major hacking incidents, including AI-based phishing in 2023 and Facebook's 2018 data breach.
  • Report explores advancements in cybercrime tactics and defense mechanisms.
  • Read more

-=Stay Safe=-

Today's Hacked!

11/18/2024

Sponsored by

Recent Hacking Incidents and Cybersecurity Concerns

Library of Congress Says an Adversary Hacked Some Emails -

  • Library of Congress reported a cyber breach, with email communications compromised.
  • Breach involved unauthorized access to IT systems by a foreign adversary.
  • Affected emails were linked to lawmakers' communications from January to September.
  • No specific attribution to a hacking group has been made yet.
  • Officials are working to identify vulnerabilities and secure the affected systems.
  • Read more

T-Mobile Network Reportedly Breached in Chinese Hacking Campaign

  • T-Mobile confirmed it was hacked in a wave of breaches targeting telecom companies.
  • Attacks are linked to Salt Typhoon, a group allegedly tied to Chinese intelligence.
  • Breached data includes customer call records and sensitive operational information.
  • Verizon and AT&T were also reportedly targeted in related incidents.
  • T-Mobile is enhancing its cybersecurity protocols in response.
  • Read more

Stop & Shop Shelves Empty After Parent Company Hack -

  • Stop & Shop experienced disruptions due to a cyberattack on its parent company.
  • Hack has affected supply chain operations, leaving shelves empty.
  • Incident highlights the growing impact of cyber threats on retail and logistics.
  • Customers are facing challenges just ahead of Thanksgiving.
  • Stop & Shop is actively working to restore normal operations.
  • Read more

Cybersecurity Expert Hacks Postal Service Scammers -

  • Cybersecurity professional turned the tables on scammers who targeted his wife.
  • Expert traced the scam and exposed the network of fraudsters.
  • Case highlights the risks posed by phishing scams and the value of cybersecurity expertise.
  • Victims are advised to report such incidents and take preventive measures.
  • Read more

Hacked Crypto Project Thala Recovers $25M

  • DeFi project Thala Labs negotiated with a hacker to recover $25 million in stolen funds.
  • Hacker agreed to return the funds in exchange for a $300,000 bounty.
  • Incident underscores the challenges and unique solutions in securing DeFi platforms.
  • Developers are urged to prioritize code audits and vulnerability management.
  • Read more

PlayStation Trophy Hunter Claims PSN Hacked

  • Notable gamer Hakoom alleged that his PlayStation Network (PSN) account was hacked.
  • Account breach involved unauthorized changes, potentially implicating Sony employees.
  • Sony declined to restore the account, sparking controversy in the gaming community.
  • Incident raises concerns about internal security and account protections.
  • Read more

These Passwords Get You Hacked: 15 Rules to Follow -

  • NordPass report highlights security risks from commonly used passwords.
  • Users are urged to adopt strong, unique passwords to prevent breaches.
  • Multi-factor authentication is recommended as an additional layer of security.
  • Poor password practices remain a leading cause of cyber vulnerabilities.
  • Read more

US Senate to Hold Hearing on Chinese Hacking Incidents -

  • Senate Judiciary subcommittee will discuss recent Chinese hacking activities.
  • Hearing aims to address threats to national security and critical infrastructure.
  • Topics include the targeting of telecom companies and sensitive government systems.
  • Experts are expected to propose strategies to counter foreign cyber threats.
  • Read more

German Electricity Provider Hacked

  • German electricity provider was targeted in a sophisticated cyberattack.
  • Attack disrupted operations, emphasizing risks to critical infrastructure.
  • Officials are investigating the breach and its potential links to international hackers.
  • Cyber resilience is being prioritized to prevent future incidents.

"Stay Safe"

TWAIN Direct Developers Day Review

11/13-11/14 2024

Last week, I had the privilege of attending and sponsoring the TWAIN Working Group Developers Conference in Safety Harbor, Florida—and let me tell you, it was an incredible experience!

As many of you know, my background has always been rooted in the copier side of our business. The analog-to-digital shift forced me to expand my expertise into printers, networks, and scanning. Attending this conference opened my eyes to the vast potential of scanners and the technology that drives them.

The highlight for me was Developer Day, where a talented group of developers showcased how they used the TWAIN Direct scanner API protocol to create innovative software applications for scanners.

For those unfamiliar, TWAIN Direct is an open-source software protocol designed to simplify and modernize document scanning workflows. TWAIN has a long successful history with TWAIN drivers which required a local ‘scanner driver’ installation on a PC and using the USB interface. However, TWAIN Direct leverages network interfaces such as ethernet or WiFi which provides direct communication between scanners and applications, eliminating the need to install ANY software whatsoever. This is because TWAIN Direct is inside of the scanner itself and not installed on a computer.

Coming from the MFP (multi-function printer) side of our industry, I immediately recognized the tremendous value of TWAIN Direct software. I strongly believe that every MFP manufacturer should embed this technology into their devices. It has the potential to significantly enhance the functionality of MFP scanners for end users and increase client satisfaction.

While I’m still learning the intricacies of this technology, it’s clear to me that manufacturers can elevate MFP scanners by integrating open-source solutions like TWAIN Direct. One attendee shared an insightful observation: “Scanning isn’t going away anytime soon. In fact, open-source software like TWAIN Direct will take our MFP scanners to the next level.”

With these advancements, we can add features to our MFP scanners that were previously unavailable, making them more powerful and adaptable for today’s users. I’m excited to see how this technology continues to evolve and enhance our industry.

TWAIN Direct

Key Features of TWAIN Direct:

  1. Driverless Scanning:
    • Eliminates the need for installing and maintaining scanner drivers on end-user devices.
    • Enables out-of-the-box scanning on compatible devices.
  2. Cloud and Network Integration:
    • Works seamlessly with cloud-based workflows and networked environments.
    • Allows applications to communicate with scanners over networks, including Wi-Fi and Ethernet.
  3. Platform Independence:
    • Operates across various operating systems, including Windows, macOS, Linux, and even mobile platforms, since it uses a RESTful API.
  4. Ease of Development:
    • Provides a developer-friendly interface for building scanning capabilities into applications.
    • Uses modern technologies like JSON and HTTP, making it accessible for web and software developers.
  5. Advanced Capabilities:
    • Supports features like multi-page document scanning, image compression, and metadata handling.
    • Enables scalable deployment for enterprise environments, where multiple scanners may need to connect to centralized systems.
  6. Enhanced User Experience:
    • Simplifies the scanning process for end users with fewer setup steps.
    • Supports user-friendly interfaces with better integration into applications.

Applications of TWAIN Direct:

  • Managed Print Services (MPS): Streamlining document capture in office environments.
  • Cloud-based Workflows: Scanning directly to cloud storage or document management systems.
  • Mobile and Web Apps: Scanning directly from networked devices to mobile or browser-based applications.

TWAIN Direct is particularly useful in industries that rely on efficient document management workflows, such as healthcare, legal, finance, and education. It represents the next step in simplifying and modernizing document scanning technology.

TWAIN Working Group Developers Conference was a pivotal experience  for me. It wasn’t just about learning new technology; it was about seeing the possibilities for how we can reshape and enhance the way we approach scanning in our industry. The event brought together some of the brightest minds, all focused on innovation and collaboration, and it left me inspired and eager to bring these ideas back to the office. If you’re in the MFP or imaging space, I can’t stress enough how important it is to stay ahead of the curve—and events like this are where that happens.

-=Good Selling=-

Please reach out to me if you'd like to know more

This Week in the Copier Industry 15 Years Ago

This Week in Copiers Fifteen Years Ago

Third Week of November 2009

Please visit and follow FMD Distribution LLC and follow their Linkedin page

Real Copier Sales

Canon had a great section dedicated to their new OCE products at the Canon Expo in NYC.

It seems to me that this was a well thought out acquisition. Oce's strengths are with Segment 6 machines, and B&W Wide format. Two areas that really augment Canon's offerings... more here

Check Out These Great Copier Threads from Fifteen Years Ago This Week

UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

Art Post (Guest) ·
Minolta Holdings, which is in a business alliance with Oce. "Konica Minolta procures high-end production printing machines from Oce, while Oce procures lower-end machines from Konica Minolta," Mizuho Securities analyst Ryosuke Katsura said. "(The) chances are Canon machines will replace Konica Minolta gear in this relationship," he said. Production printers, or digital commercial printers, are used to print such documents as product manuals and direct mail quickly and in large volume, and are a fast
Topic

Weekend Industry Notes from the week ending 11/15/09

·
the area for $43 million. - Ricoh announced that it has sold an Aficio C900 production color system to GAM Printers, a print shop in Sterling, Virginia. - Ricoh announced it is forming a Business Process Automation Group, as part of its Document Solutions & Services Division. “BPA is a true value-add for Ricoh customers because we’re able to offer a suite of services from consultation to sales to implementation under one roof” said Mark Miller, Senior VP & Deputy General Manager at Ricoh. Ricoh’s
Topic

Konica Minolta and Nuance launch eCopy document imaging software for integrated MFPs

Art Post (Guest) ·
the need for manual exception reporting is dramatically reduced. Mat Stanley, head of the professional services and solutions group at Konica Minolta comments: "The launch of Nuance's eCopy ShareScan on our integrated MFPs clearly demonstrates Konica Minolta's continued commitment and investment in the document imaging area. As a company, we are focused on delivering superior solutions that address our customers' evolving needs. By developing the first browser-based technology for our bizhub MFP
Reply

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

Art Post (Guest) ·
said the deal is positive for Canon, while potentially negative for rival Japanese copier and printer maker Konica Minolta Holdings, which is in a business alliance with Oce. "Konica Minolta procures high-end production printing machines from Oce, while Oce procures lower-end machines from Konica Minolta," Mizuho Securities analyst Ryosuke Katsura said. "(The) chances are Canon machines will replace Konica Minolta gear in this relationship," he said. Production printers, or digital commercial
Topic

Purchasing - Hospitals, Healthcare Providers to Save with Premier’s New Printers, C

Art Post (Guest) ·
Purchasing - Hospitals, Healthcare Providers to Save with Premier’s New Printers, Copiers, Facsimile Devices Agreements 20.11.09 | 15:05 Uhr Premier Purchasing Partners, LP, today announced new agreements for printers, copiers and facsimile devices have been awarded to Konica Minolta Business Solutions U.S.A Inc. Premier Purchasing Partners, LP, today announced new agreements for printers, copiers and facsimile devices have been awarded to Konica Minolta Business Solutions U.S.A. Inc. of
Topic

Canon Pulls the Rug out from KonicaMinolta "MFP WARS"

Art Post (Guest) ·
I was just on the phone with a friend of mine in upstate NY, can you guess what we were discussing, yup you got it the Canon/Oce deal. Think about this, when Xerox bought Global, Ricoh was the big loser. When KonicaMinolta bought Danka, Canon was a loser, along come Ricoh with the acquisition of Ikon and Canon got their clocks cleaned and now Canon agrees to buy OCE and KonicaMinolta gets hammered! The only one who hasn't lost is Xerox! Funny how these things happen. Many months ago there were
Reply

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

Art Post (Guest) ·
Bid? Konica Minolta Holdings Inc., the Japanese lens and office- equipment maker that has a business partnership with Oce, said yesterday it has no plan to counter Canon’s offer. Canon fell 0.3 percent to 3,460 yen on the Tokyo Stock Exchange. Oce added 0.3 percent, to 8.60 euros in Amsterdam trading. It surged 70 percent on Nov. 16 after Canon announced its offer. “We believe that our offer, as was agreed by Oce’s management and supervisory boards, is sufficient,” Canon said in an e-mailed
Topic

Samsung announces premier color multifunction printer for high speed offices

Art Post (Guest) ·
adjustment of color balance, brightness, contrast and saturation. The Auto Color Detection feature alleviates the hassle of differentiating between color and black & white prints and automatically adjusts toner usage, saving money. Documents, either letter or legal, can also be scanned at an enhanced up to 4,800 x 4,800 dpi and then saved, printed, e-mailed or faxed to any networked location. The CLX-8540ND offers management tools to help minimize operating and maintenance costs. The modular design
Topic

GAM Printers Inc. Takes Delivery of a RICOH Pro C900 Digital Color Printer From IKON

Art Post (Guest) ·
GAM Printers Inc. Takes Delivery of a RICOH Pro C900 Digital Color Printer From IKON (Business Wire via Yahoo! Finance) November 16th, 2009 MALVERN, Pa.—-IKON Office Solutions, Inc., a Ricoh company, today announced that GAM Printers, Inc of Sterling, Virginia, has installed a RICOH Pro C900 digital color printer, giving them the versatility, superior quality and fast turnaround times needed to meet their customers’ wide range of variable data and creative design and printing needs.
Topic

Copiers Could Be a Key to District 205 Cost Savings

Art Post (Guest) ·
Copiers Could Be a Key to District 205 Cost Savings Office supplies might end up being one of the main ways the Galesburg School District is able to save some money in what otherwise could be a tough budget period. District-205 Assistant Superintendent for Finance and Operations Guy Cahill told the school board's Budget Committee Tuesday bids have come back on the proposed lease of a new set of copy machines -- this, following the district's current lease expiring back in January. Cahill told
Topic

Canon Forums

Art Post (Guest) ·
Just wanted to reach out to all of the Canon members on the P4P Hotel. By asking questions in a forums we can start a very lively dicussion for Canon products. Keep in mind that your discussions can't be viewed by Ricoh, Toshiba or Xerox, unless there are dual line dealers. Over the years the Ricoh forums have excelled, because members take the time to ask questions in the forums, someone will post an answer, then someome will have a comment and bang the forums are thriving and everyone is
Topic

Konica Minolta employees donate

Art Post (Guest) ·
Konica Minolta employees donate Nov. 20th, 2009 at 2:40 PM Employees of Konica Minolta in Windsor held a Turkey and a Twenty drive and delivered 148 turkeys to Foodshare today. Enthusiastic Foodshare volunteers helped unload and stack the entire pallet of frozen birds and then paused to pose for a photo! Thanks to everyone at Konica Minolta for your efforts!
Topic

You're now selling Managed Print Services "Your Thoughts Now"

Art Post (Guest) ·
functioncheckMaxSelections208112884638(frm){returntrue;} P4P Hotel Poll You're now selling Managed Print Services "Your Thoughts Now" It's been a great success for us It's been ok for us It's not reaping the profits we
Reply

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

·
-Big boost to Canon's Production biz -Decent boost to Canon's Direct sales -Big FU to Konica and its OEM/Production units (Oce arguably KM's #1 reseller) -Big Benefit of having just $119M in debt (Canon=0.4% debt load) -the 730 Euro price is barely above Oce's 704E debt - Both Ricoh and KM were deemed too financially unstable to bid on Oce -Hp and Kyocera may counter offer, but unlikely -Wow
Reply

Re: Rumor has it.....

Art Post (Guest) ·
Here's some predictions: Believe it or Not! KonicaMinolta acquires Toshiba MFP Business Kyocera aquires Sharp MFP Business HP makes hostile Bid for Xerox And then there were The Final Five!
Topic

Multifunctional Copier Rental

Art Post (Guest) ·
All-In-One Large Office Copier, 25 pages per minute. Black-and-white printing, black-and-white copying, color scanning, black-and-white faxing, color printing, color copying. http://p4photel.com/eve/forums...=675109891#675109891
Topic

Canon Buyout Marketing Dollars

·
Just wondering if anyone has run into Canon direct operations claiming they have a special marketing fund to tap into for buyouts to target selected clients? We all know that buyouts are part of the game, but if they have funds that are off the price book it can really create an unusual challenge...this is a Canadian deal but I am guessing this type of plan would be across NA. Our deal is a Kyocera deal. I knew they were targeting Ricoh/Ikon users. Are they going after anyone now? Thanks
Topic

Managing printing also crucial

Art Post (Guest) ·
Managing printing also crucial As Ingle said, IDC’s research suggests that cost control is going to remain a major factor for most if not all businesses. Also they must be sustainable both financially and environmentally. Bob Roth, vice president of strategic technology sourcing at Viacom, presented a snapshot of his company’s transition to managed print services. Viacom’s corporate copier contract was due to expire; at the same time, the company wanted to streamline its printing and copying
Topic

Ricoh Americas Corporation Launches Business Process Automation Group

Art Post (Guest) ·
Ricoh Americas Corporation Launches Business Process Automation Group Ricoh Americas Corporation, a leading provider of digital office equipment, announced the creation of a Business Process Automation (BPA) Group. Aligning under Ricoh's Document Solutions and Services Division (DSSD), BPA combines consulting services and technical resources with an experienced sales force to help current and prospective customers analyze their document management operations. In addition, BPA helps customers
Topic

Wilmington native joins business as specialist

Art Post (Guest) ·
headquarters at 100 Reservoir Park, Rockland, MA and has more than 37 years experience serving the document imaging needs of businesses throughout Massachusetts. In addition to a full line of Konica Minolta, Muratec and Lexmark equipment, Bay Copy provides comprehensive managed print services programs for customers looking to reduce both their per-print price of generating information and their labor costs. Bay Copy provides consultation services and offers their clients detailed print assessment and
Reply

Re: Canon Buyout Marketing Dollars

·
Yes, they have a pool of dollars to target any IKON account, Xerox direct, or any acquired dealer by these corporate goofs. We are a Ricoh and Canon dealer so we even get the Canon generosity. I can always be emailed for further information.
Topic

Thoughts about the Canon/OCE deal?

Art Post (Guest) ·
What goes going on out there, what have you heard in reference to the pending Canon aquisition? Good, Bad, let me know.
Topic

John Buonomo jailed for stealing coins from copiers

Art Post (Guest) ·
John Buonomo jailed for stealing coins from copiers Penny for pol’s thoughts? By Laurel J. Sweet Thursday, November 19, 2009 - Updated 10h ago Laurel J. Sweet has been featured in the ABC miniseries "Boston 24/7" and the 9-11 documentary motion picture "Looking For My Brother." For the chump change he was caught on camera tapping from copiers and the cash he stole from struggling taxpayers who voted him into his $110,220 job, John Buonomo, former Middlesex register of probate, was sentenced to
Topic

Canon & Oce "Was this a good deal or a not so good deal?"

Art Post (Guest) ·
P4P Hotel Poll Canon & Oce "Was this a good deal or a not so good deal?" Good Deal Bad Deal Not Sure View Results
Topic

Canon & Oce Deal

Art Post (Guest) ·
It seems the purchase of Oce will go through, now with that purchase and the agreement that Canon announced a few months ago, coupled with the addition of many new Canon Dealers.
Topic

North American MPS Market Sees 27 Percent Growth, Canada 30 Percent

Art Post (Guest) ·
North American MPS Market Sees 27 Percent Growth, Canada 30 Percent Special version of MPS Market Report now available for dealers and resellers Lexington, KY (MMD Newswire) November 20, 2009 -- The North American market continues to grow at a remarkable 27 percent compounded annual growth rate (CAGR), according to the latest Managed Print Services (MPS) research from the Photizo Group. The new "2009 Managed Print Services Summary Report" looks at market size, share and forecast analysis for
Topic

EIS Quatra Color Wide Format MFP Saves the Day!

Art Post (Guest) ·
Another repost for ya, btw the way we're killin it with sales, now we have to keep it rolling!! I just finished my first install on the EIS Quatra "M" series from Paradigm Imaging. This is an awesome unit! The ease of set-up and install is exceptional along with the configuration of scan, print and copy drivers! First, we had the unit dropped shipped to the customers location, this was a great savings since the shipment did not... go here for rest of blog
Topic

Obama picks Xerox CEO Burns for education role

Art Post (Guest) ·
Obama picks Xerox CEO Burns for education role (AP) – 3 hours ago NORWALK, Conn. — President Barack Obama on Monday tapped Xerox Chief Executive Ursula Burns to help lead an education initiative aimed at helping students excel at science, technology, engineering and math. The so-called STEM initiative will be led by Burns, former Intel Corp. CEO Craig Barrett, Time Warner Cable Inc. CEO Glenn Britt and former astronaut Sally Ride. Burns, a mechanical engineer, joined Xerox as a student intern
Topic

Quanta Storage Loses Patent Lawsuit to Ricoh

Art Post (Guest) ·
Quanta Storage Loses Patent Lawsuit to Ricoh Quanta Storage Inc. lost two patent lawsuits to Japan?s Ricoh and is ordered to pay $14.50 million as damages, the company said in a statement. A US Court in Wisconsin on November 20 made a judgment that Quanta Storage, the largest Taiwan-based ODM/OEM maker of slim-type optical disc drives, should pay US$14.5 million to compensate Japan-based Ricoh for infringement of the latter's patents. Quanta Storage, the largest slim-type ODD maker in Taiwan
Reply

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

·
Agreed, Expanding direct sales was way at the top of Canon's priority list - especially after losing GIS,Danka,IKON. But without "Mega" dealers, this expansion was going to have to happen organically - which is hard. Ask the 8 CBS branches that opened this year without any clients or machines in the field. Given that Oce almost totally relied on direct sales. I would say that they easily have over 30 US sales branches. Maybe closer to 50. Those are both guesses though
Reply

Re: A Funny Thing Happened on the way to the Copier Demo/Appointment

·
Had a demo years ago on a fax machine. Had a big wheel from corporate wanting to do a ride along with a rep for the day. Customer wanted to see quality and asked one of their customers to send a test fax. As all the admin complained about the speed, the corp guy explained that a very detailed fax would take more time because of memory issues. As everyone crowded aroud the fax to innspect, a very vivid porn image was reproduced with striking detail. We made the sale
-=Good Selling=-

Authentic Prospecting: Unveil the Secrets to Genuine Sales Growth.

"Authenticity is more than speaking; Authenticity is also about doing. Every decision we make says something about who we are."
Simon Sinek

This powerful quote encapsulates the profound truth about authenticity, emphasizing and encompassing both your words and actions.

Authenticity, it's one of the single biggest challenges for many in a profession riddled with scrupulous, fake and disingenuous salespeople.

In a post-trust sales world, authenticity separates sales professionals from sales reps. It separates the heartfelt from the empty hearted.

I encourage you to set aside some alone time, grab a pen and paper, then start writing down these words... credibility, genuine, connect, relate and real.

Define each word, think about each word and become consumed with each word.

To have an ever-flowing sales funnel, you must build and ever-flowing relationship funnel.

Authentically prospecting is about building real relationships and changing the way people think. You must understand who you are. You must understand your sales purpose and you must understand what you personally bring to the table.

Here lies the issue, and why I believe many in sales struggle with prospecting... They struggle to clearly articulate the value they bring to the marketplace because they haven’t spent the time investing in themselves.

When your actions reflect your values and beliefs. Every choice you make, big or small, communicates your priorities and character. Now, think about prospecting.

Engaging in actions that resonate with your values reinforces your authenticity. Now, think about prospecting?

What you value, you prioritize.

AUTHENTICITY, IT'S ABOUT YOU PROSPECTING WITH IT

When I think of authenticity in prospecting, I believe it refers to a genuine, honest, and transparent approach to initiating conversations and building relationships with potential clients.

I'm not casting judgement or any ill-will here when I ask this... Are you truly a genuine and authentic person? Are you carrying yourself with a certain amount of transparency, integrity and vulnerability across your personal and professional life?

I'm asking this to get you to think about it.

Authenticity, it's making the conscious choice based on accurate self-knowledge. This means stepping outside the shallow world in which many in sales live.

Let's look at authenticity as defined by Theo Tsaousides Ph.D., a neuropsychologist, speaker, and author. His clinical and research work focus on goal achievement, mental fitness, and emotional intelligence.

"Authenticity is acting in accordance with one’s true self and being authentic means behaving in congruence with one’s values, beliefs, motives, and personality dispositions."

Are you congruent with prospecting? Does the talk match the walk?

Are your beliefs and motives in alignment when it comes to prospecting?

Prospecting is a 100% nonnegotiable activity for salespeople. Prospecting is not an easy thing to do. If it was, more of you would be doing it and more you would be achieving your quota numbers.

Authentically prospecting is a conscious choice.

This lifestyle is not easy. It's the difference between just getting by and making it happen.

Self-reflect for a moment, and now ask yourself, what does it means to lead an authentic prospecting lifestyle?

When it comes to authentic prospecting professionals...

  • They forge their own prospecting paths
  • They're thick-skinned
  • They're not driven by their ego
  • They do not try to make people like them
  • They treat everyone with respect
By embracing authenticity in prospecting, salespeople build trust, foster stronger relationships, and ultimately achieve better long-term sales sustainability.

THE HARSH TRUTH

The Edelman Group is a global communications firm that partners with businesses and organizations to evolve, promote and protect their brands and reputations.

On an annual basis, they publish what is known as the Edelman Trust Barometer.

Pay close attention to the following quote from one of their past Trust Report's,

"People today grant their trust based on two distinct attributes: competence (delivering on promises) and ethical behavior (doing the right thing and working to improve society)."

How synonymous are the words competence and ethical used to describe salespeople and their actions?

Are delivering on your prospecting promises?

Are you doing the right thing when it comes to prospecting?

Furthermore, take the above quote and then honestly answer... How many of the prospects you work with are skeptical and have low levels of trust? What's worse, how many of your clients are skeptical and have low levels of trust in you? Would you even know?

Skepticism by others is peaked out at max levels with most of you in sales.

Unfortunately, very few of you realize there's some work to be done when it comes to prospecting. Many of you will point fingers and deflect the issue. Many of you feel your above it all when it comes to prospecting.

Lack of prospecting has hit critical mass for many in sales.

Spend any amount of time in sales and you will hear this... "Sales is a numbers game", "Make more calls", "Turn over some rocks", all this makes my stomach turn.

Quantity is important when it comes to prospecting but so is quality and efficiency.

Quality comes from the behind the scenes work to be able to deliver quantity.

Sales professionals do the hard work to make sure that when they get in front of a prospect, they have an opportunity to truly bring the goods.

They understand their heart is behind the hard work.

AUTHENTIC PROSPECTING

The heart behind prospecting is the quality. A sales professional places heart at the forefront as they truly want to make a difference in the lives of their clients.

It's the fundamental reality that everyone in sales must prospect. Prospecting for new business... we talk about it and measure quantity but how many truly monitor quality?

How many of you place quality at the forefront when it comes to prospecting?

Those who care the most when it comes to prospecting will consistently have food on the business table.

Are you going through the prospecting motions?

How many of you even know what you're prospecting for?

Authentic prospecting is about building trust through being upfront about the purpose of the outreach as you avoid manipulative tactics or false promises.

Authentic prospecting is about engaging in a two-way conversation by asking thoughtful and insightful questions, and to then truly listen to the response.

AUTHENTIC PROSPECTING IS ABOUT MEANINGFUL VALUE

A sales professional waves the prospecting flag around value. They weave meaningful value into their communication and into their prospecting strategies.

Sales professionals have value-driven interactions that lead to profitable clients, sales reps push for a quick sale that leads to replaceability.

Each interaction with a prospect should provide meaningful value. This could be through sharing insights, offering solutions to their problems, or providing useful resources before any sales pitch is made

How many understand how to truly weave value into an effective business conversation?

To authentically prospect means to truly understand your values, what your prospect values and incorporate this into an effective business conversation.

Know thy values, know thyself when it comes to authentically prospecting

By adopting the mindset of meaningful value when it comes to an authentic prospecting approach, you create more meaningful connections, which lead to a more successful and sustainable sales career.

AUTHENTIC PROSPECTING IS ABOUT HAVING LONG-TERM VISION

An authentic prospecting approach prioritizes building meaningful relationships over immediate transactional outcomes. This approach recognizes that profitable sales often require time and consistent effort to cultivate trust and mutual understanding.

We all want short term results when it comes to prospecting. Many of you get whacked over the head for 30 day and quarterly results but how many of you add in a long-term perspective when it comes to prospecting?

What you fail to do this month or this quarter when it comes to prospecting will show up in your sales results in subsequent quarters.

Sales reps are consistently inconsistent when it comes to prospecting.

A vast majority of conversations when prospecting will not fit into a short-term window but will someday.

Authentically prospecting means to balance a short-term sales funnel with a longer-term relationship funnel. Not every opportunity will fit into the 30 day or quarterly window. Let's not ignore them but nurture them.

The consummate sales professional knows what it means to balance their relationship funnel alongside their sales funnel. With authenticity and a blend of giving a rip, they nurture their relationship funnel with education and insight.

We all have choices.

“Authenticity is a collection of choices that we have to make every day. It’s about the choice to show up and be real. The choice to be honest. The choice to let out true selves be seen.”
Brene Brown

A long-term approach recognizes that while immediate results are desirable, the true value lies in cultivating lasting, meaningful and trusted partnerships that are beneficial over time.

AUTHENTIC PROSPECTING CREATES REAL GROWTH

Authenticity starts when you set the intention and muster up self-fortitude to be genuine.

You must become keenly aware of what this looks and feels like, along with the willingness to act in accordance with your genuine nature.

In an environment where many salespeople rely on generic, canned and me-too pitches, authentic prospecting allows you to stand out by being genuine and relatable.

In a world full of self-interested salespeople who look at prospects as dollar signs, an authentic sales professional stands out like a shining star.

An authentic sales professional prospects with the mindset of a sales servant. They've developed a how can I help mindset. They have a true burning and genuine desire to help.

An authentic prospecting approach creates:

  • Increased engagement as prospects are more likely to respond positively when they feel understood and valued.
  • Higher conversion rates as tailored communication addresses their specific needs which leads to more successful outcomes.
  • Sustainable pipeline as nurturing relationships over time ensures a steady flow of opportunities.
  • Positive reputation as authentic interactions contribute to a positive image about you.

Being the real you is scary while prospecting. The time is now to get real and get honest with yourself. Take off the 'bravado mask' that hinders you from prospecting. The barrier it's creating will not last forever.

Be the real you, not a prospecting imposter. Watch your sales career soar to new heights.

Brent Long is the founder of Long at Life, an organization dedicated to helping individuals and businesses unlock their true potential through the practical wisdom of Jesus Christ. With decades of experience coaching sales teams and business owners, Brent is passionate about transforming the traditional image of salespeople into authentic, caring superstars. A former football coach and long-time straight commission earner, Brent brings unique insights into the demands of high performance. Alongside his wife Kelley, Brent advocates for adoption, runs a 32-acre retreat called Longhaven, and dedicates his life to service, family, and faith.

SHOW SUMMARY

In this episode of the Selling From the Heart podcast, we are joined by Brent Long to explore heart-centered sales and the transformative power of compassionate questioning. Brent introduces the concept of the "begrudging heart" in sales and explains why the question "Do you want to be healed?"—rooted in the teachings of Jesus—is the greatest sales question ever asked. By focusing on authenticity, genuine care, and emotional impact, Brent shares how to build trust and create lasting success in sales. This episode highlights how asking meaningful, heart-centered questions can redefine relationships and foster authentic connections.

KEY TAKEAWAYS

Heart-Centered Sales: Genuine authenticity and compassion are the cornerstones of successful sales relationships.

The Power of Questions: Asking deep, heart-centered questions builds trust and uncovers clients' core needs.

Gratitude and Community: Focus on gratitude, authentic relationships, and community-building for long-term success.

Authenticity vs. Faking: Authenticity cannot be faked—clients can detect insincerity and respond accordingly.

Emotional Impact: Compassion and care help foster trust, loyalty, and repeat business.

QUOTES TO REMEMBER

"You can't fake authenticity and compassion. It's either there or it's not." — Brent Long

"'Do you want to be healed?' is the greatest sales question ever asked." — Brent Long

"I'm going to out care, out love, and out compassion everyone else." — Brent Long

"Make someone feel comfortable, and they will open up and share their business secrets with you." — Larry Levine

"Never ask for trust; demonstrate it and let them decide." — Darrell Amy

📌FOLLOW THE CONVERSATION

Connect with Brent Long:

➡️Brent's LinkedIn: / brent-long-6b574510

Learn more about Darrell and Larry:

➡️Darrell's LinkedIn: / darrellamy

➡️Larry's LinkedIn: / larrylevine1992

➡️Website: https://www.sellingfromtheheart.net/

📕Get the Game-Changing Book That Will Boost Your Sales... While Protecting Your Relationships and Reputation! Now available for shipping at Barnes & Noble! Discover more: https://sellinginaposttrustworld.com

📕Order the rerelease of Selling from the Heart today: https://www.barnesandnoble.com/w/sell...

🔔 Never miss an episode—SUBSCRIBE to our YouTube channel:

/ sellingfromtheheart

📫Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/d...

Post
×
×
×
×
×