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MFP Copier Blog
Attention Sales Leaders... Selling From The Heart, It's Not A Fad!
“A loving heart is the beginning of all knowledge.”
Thomas Carlyle
Could a loving a heart be the pathway to client knowledge?
Could a loving heart be the key to monumental sales growth?
In a post-trust world, when trust in salespeople is at an all-time low, it has now become more critical than ever for them to be transparent, human, and connect at an emotional level with their clients.
Your clients must be valued, respected, involved, and their views must be heard.
Salespeople who lead with heart are better suited as they have the wisdom, capacity and wherewithal to positively inspire their clients to transform their businesses towards the next level of growth.
Heartfelt salespeople commit themselves to make tomorrow a better day for their clients.
Nelson Mandela eloquently said,
"A good head and a good heart are always a formidable combination".
Heartfelt salespeople establish deep meaningful relationships and have the self-discipline to drive long term results. They know who they are as a person both on the inside and the outside, as they have taken the self-journey to the heart.
Selling from the Heart is a lifestyle.
It's not a fad, it's not a fly by night sales tactic, nor something you flip the switch on/off.
Emotionally secure salespeople are truly original. They are creative thinking, genuine, sincere, thoughtful and just plain ole give a rip.
Selling from the Heart professionals push the boundaries of conventional sales methods.
In working with their clients, they encourage creativity, openness and mutual involvement. This in turn provides the freedom to innovate within various layers inside their client base, yielding trust, confidence and cohesion.
Leading this heartfelt lifestyle means leading from that place of engaging with purpose, personal accountability, and a deep commitment to do what is right.
GET YOUR TEAMS HEART RIGHT
To sell from the heart, your heart must be right.
Simply stated... hurt people hurt more people, confused people just confuse more people.
Here lies one colossal issue... when many in sales come from a selfish point of view, they can never sell from the heart.
A selfish-hearted rep is someone who thinks first and foremost of self. They are consumed by self-consideration. They only find satisfaction when their needs are placed at the front of the quota attaining line.
When salespeople lead with the wallet and not the heart, it comes across immediately in their body language, voice, and facial expressions.
Leading with the wallet causes commission breath!
Sales leaders, your salespeople must come at this from a pure place. Isn't the goal to help your clients function better, do their job better, and to build long term relationships?
If you can agree to this, then your salespeople must get their heart in the right place.
A HEARTFELT LIFESTYLE DRIVES CLIENT CONNECTION
"We treat our people like royalty. If you honor and serve the people who work for you, they will honor and serve you."
Mary Kay Ash
Who are your salespeople honoring and serving? Stop and reflect on that one for a moment.
It's hard to honor and serve with a selfish heart. Therefore, the heart rules when connecting.
If you want your salespeople to build meaningful and purposeful relationships with their clients, then they must connect at the heart level.
Vulnerability becomes a strength for your salespeople to connect with their clients—authentically, empathetically and with compassion.
Of course, we need to use our brains with ideas, strategies, and business acumen that are increasingly the table stakes of sales professionals. However, we need chutzpah, also known as courage.
The heart matters most. The words and actions of your salespeople must create a signal that they really do care enough about their clients, to see them for who they really are, as opposed a means to quota attainment.
If salespeople talk the talk, they must walk the walk!
Those salespeople who can inspire others through kindness, flexibility, support and empowerment, connect in ways that many in sales become envious of.
These heartfelt professionals always have something uplifting to say. They make their clients feel comfortable around them. They make them feel secure enough to open up with their business concerns and issues.
When your salespeople treat your clients with compassion, they won’t soon forget them.
THE ULTIMATE BENEFIT OF A SELLING FROM THE HEART LIFESTYLE
"A healthy outside starts from the inside"
Robert Urich
The journey to one's heart might the most difficult but necessary to achieve an abundance of sales success.
Leading a heart healthy lifestyle is about people and relational skills. It's the behaviors we use when interacting with other people.
This my sales leadership friends this is the missing link. Having your salespeople fully invested in their work with head, heart and hands will create unbreakable bonds with their clients.
You will soon notice:
- An improvement in engagement and retention
- Innovative ideas flowing between your salespeople and their clients
- A collaborative environment based upon trust
- Improved client retention, referrals and bottom-line sales results!
Maya Angelou brings this home,
"If you find it in your heart to care for somebody else, you will have succeeded."
Care, compassion and heart will set your sales team apart. And isn't this what you want?
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I believe you're going to love it. You can find it on Amazon in paperback, kindle and in audio.
In a world full of empty suits, I'm passionate about helping sales reps become sales professionals. I help sales teams understand the true value they bring to the market.
With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social and Selling from the Heart.
You can follow me on LinkedIn, Twitter, Facebookand on my podcast by clicking on Selling from the Heart.
Lead for Fleet of Copiers in Ohio
Lead for Fleet of Copiers in PA
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Lead for Produduction Copiers in PA
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This Week in the Copier Industry Five Years Ago
This Week in the Copier Industry Five Years Ago
The Last Week of February 2017
No works of common sense nor support today. Just trying to get through my Sunday because I'm looking forward to Monday and how I can help others with business technology!
Enjoy Our Copier Threads From Five Years Ago This Week
PrinterLogic Partners with Konica Minolta to Enhance Printer Driver Management Capabilities for Customers
Re: Ricoh and Canon Pull Printing Success?
Dealer Warranty Program Insights & Feedback
Many Reasons Why You Don't Buy A Copier from from the Web
3 Ways Copier Sales Reps Take Their Customers For Granted
Sharp Welcomes Power Protection And Analytics Solutions Provider To The Sharp Partner Program
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Lead for Fleet of Copiers in Washington
Lead for Fleet of Copiers in Pennsylvania
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Re: My Two Cents on Toshiba and Toshiba Tec
Re: Quotas for Sales Reps
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Tkiel
Re: Quotas for Sales Reps
Re: Quotas for Sales Reps
Re: Quotas for Sales Reps
Re: Quotas for Sales Reps
Re: Quotas for Sales Reps
Re: Quotas for Sales Reps
Re: Many Reasons Why You Don't Buy A Copier from from the Web
Copy equipment hot topic for county: No action on burn ban
Kevin Potts to Lead and Advance DocuWare Brand
4 Things To Do With a Virtual Appointments
Today I had a late meeting with an existing production account. My client was interested in other print technologies that he might want to move into. It was more about starting a new profit center with some new products. Right now we're just in the show and tell phase.
So, a couple of things that I did that made a smooth virtual appointment.
1. I changed my background with MS Teams to include a picture of our flatbed color wide format. I was surprised how good it looked and just having the picture in the back ground generated some additional questions.
2. I had another support person in our meeting to answer some of the questions that I wouldn't be able to. Having that additional expert in the virtual meeting showed the client that we are experts just like our client is in his craft. We have the expertise to bring the right people to the conversation!
3. I had emailed the client our agenda for the meeting a few days earlier. In that agenda I included links for the products that we thought would help educate the client with different avenues of print. During the meeting I shared my screen which was set to google, from their I clicked the links I had in the agenda. It proved to me a very smooth going from product to workflows.
4. My support person is awesome, however from time to time he can tend to talk the production language. For some reason I knew my client was lost with some of the technical words, thus I entered the conversation and took the time to educate out client on some of the terms. Educate, educate and take our time because it's a teaching experience.
By the end of the meeting I was able to develop one hot lead and multiple warm leads and there's a good shot the $20K hot lead could happen in the next few weeks.
-=Good Selling=-
IT, MSP & MSSP Industry Notes for Febraury 20th 2022
Sponsored by
Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.
What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your clients.
Denali Advanced Integration "Changes Landscape of IT"
- Named Denali to its Managed Service Provider (MSP) 500 list in the Elite 150 category for 2022
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- Denali Advanced Integration delivers enterprise IT solutions and services
Loffler Companies Named to CRN's 2022 MSP 500 Elite 150 List for Excellence in Managed ...
- Named Loffler Companies to its 2022 Managed Service Provider (MSP) 500 list in the Elite 150 category
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- Loffler Companies provides business technology solutions
ExcalTech Recognized on CRN's 2022 MSP 500 List - Business - Inter Press Service
- Named ExcalTech to its Managed Service Provider (MSP) 500 list in the Pioneer 250 category for 2022
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- ExcalTech provides VoIP phones, Website Hosting, Software Licensing, Cybersecurity Scans, Enterprise hardware, ISP services, and Data Center
Softchoice Awarded Elite Google Cloud Managed Service Provider Designation
- Earned the Managed Services Provider (MSP) designation in the Google Cloud Partner Advantage Program
- Softchoice’s demonstrated success in enabling cloud transformation at scale
- Softchoice is a software-focused IT solutions provider
IT Weapons Recognized on CRN's 2022 MSP 500 List
- Named IT Weapons to its Managed Service Provider (MSP) 500 list in the Security 100 Category for 2022
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- Konica Minolta’s IT Services Division offers a range of IT strategy, support and network security solutions across all vertical
BCM One Recognized on CRN's 2022 MSP 500 List
- Named BCM One to its Managed Service Provider (MSP) 500 list in the Elite 150 category for 2022
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- BCM One is a NextGen Communications and Managed Services provider. Serving over 18,000 customers worldwide
Pythian Services Recognized on CRN's 2022 MSP 500 List
- Named Pythian to its Managed Service Provider (MSP) 500 list in the Elite 150 category for 2022
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- Pythian is a global IT services company
Syntax Recognized on CRN's 2022 Managed Service Provider 500 List in the Elite 150 ...
- Named the company to its Managed Service Provider (MSP) 500 list in the Elite 150 category for 2022
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- Syntax provides technology solutions and trusted professional, advisory, and application management services to power applications in the cloud
VAST Recognized on CRN's 2022 Managed Service Provider (MSP) 500 List
- Named VAST to its Managed Service Provider (MSP) 500 list for 2022. CRN's annual MSP 500
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- VAST provides IT services and cloud management solutions to companies and organizations across the United States
Fujitsu Computer Products of America is Redefining Document Imaging with .
- Announced the Fujitsu fi-8000 series of enterprise scanners
- proprietary Clear Image Capture technology
- Optical Character Recognition
- Commercially-available model from the fi-8000 series, the Fujitsu fi-8170, will be available for purchase starting on March 25, 2022, and is priced at $1,195
Fujitsu fi-8000 series features:
- Clear Image Capture: Breakthrough optical technology that resets the benchmark for high-quality image capture to produce images ideal for data extraction, search and OCR processing, ensuing accurate, editable PDFs.
- Manual Feed Mode:Allows feeding and scanning of forms, glued papers and A3 size, bi-folded documents. Supports scans of passports and booklets up to 7 mm without the hassle of “sandwiching” them between carrier sheets.
- Automation Separation Control: Industry-first feature optimizes paper separation torque according to the number of sheets loaded. The large capacity tray allows for high volume scanning of up to 100 sheets at a time and 70 sheets per minute, which saves time by preventing misfeeds and interruptions mid-scan.
- Improved Document Protection: Industry-first Image Monitoring technology monitors image tilt in real time so that scans come to a halt once image angles exceed the “safe” range to keep documents free of damage. Intelligent Sonic Paper Protection (ISOP) “listens” for abnormal sounds (such as paper wrinkle) and immediately stops the scanner if detected, protecting documents from damage.
- Multi-Feed Detection: Improved capability to provide automated identification of thick plastic cards and documents with stickers, photos, or adhesive labeling to prevent double-feed detection. Eliminates the need for users to switch profiles according to document type, which streamlines scanning of mixed document batches.
- Overscan Control: Detects skewed documents that are in danger of being damaged and ensures all data is captured, eliminating the potential for missed data.
Stratix Recognized on CRN's 2022 MSP 500 List
- Named Stratix to its Managed Service Provider (MSP) 500 list in the Elite 150 category for 2022
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- enterprise mobility specialist in the U.S.,
ePlus Recognized on CRN's 2022 Managed Service Provider 500 List in Elite
- Recognized on CRN's 2022 Managed Service Provider (MSP) 500 List in the Elite 150 category for the fifth consecutive year
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- ePlus Managed Services help enterprises proactively control their IT infrastructure
ComportSecure Recognized for Excellence in Managed IT Services
- Again awarded TechElite 150 status in CRN's annual Managed Services Provider (MSP) 500 list
- MSP 500 list is divided into three sections, MSP Pioneer 250, Managed Security 100 and Elite 150
- ComportSecure provides customized IT support
Foxconn claims chip shortage lessening
- Said to be experiencing a “major improvement” in parts shortages
- “overall supply constraints” are expected to ease in second half of the year
- Power management computer chips remain in short supply
SHAZAM Announces DocuCommand Document Management System
- DocuCommand™, an advanced, enterprise-wide document scanning, archiving, retrieval and management system
- Stores all types of media files including paper, photographs, audio, video, blueprints, and electronic files from any Windows Office application or third-party product
Toshiba sets March date for initial vote on break-up plan
- plans an extraordinary general meeting of shareholders on March 24, to seek their initial approval to hive off its devices business
- final, legally binding vote to determine whether to break up the 146-year-old conglomerate will not happen until next year
- If the breakup plan failed to win majority support, however, all options will be considered, including a deal to take the company private
Cybersecurity Notes
- The San Francisco 49ers NFL football team notified an unknown number of customers that their info may have been exposed after ransomware attack.
- Suncoast Skin Solutions of Florida notified 57,730 patients that their PHI was exposed after ransomwar attack.
- South City Hospital of St. Louis, Missouri, notified 21,601 patients that their PHI was exposed after server was stolen
- Colorado Department of Human Services notified 6,132 patients that their PHI after cyberattack.
- Sound Generations of Seattle, WA notified an unknown number of patients that their PHI was exposed after cyber attack.
- Raveco Medical of New York City, NY notified 4,897 patients that their PHI was exposed after ransomware attack.
- The average ransom payment made to hackers is now $322,168 according to report published by Coveware.
- The total cost of an insider caused breaches in 2021 was $15.38 million, up from $11.45 million the year before, according to a report from Frost & Sullivan.
- Number of incidents increased by 44%
- Average cost of malicious user breach = $648,062
- $45,000 per hour is what midsize hospitals lose per hour according to research published by Ipsos Inc.
- Large hospitals - $21,500 per hour
- 91% of hackers driven by financial reward
- 49% admit that their budget for cybersecurity was not sufficient
- At least 45 million patients have had their PHI exposed from 2018-2021
- Advocates Inc. of Framingham, Massachusetts notified 68,236 patients that their PHI was exposed after cyberattack.
- Allegheny Health Network Home Infusion notified 7,500 patients that their PHI was exposed after ransomware attack.
- Memorial Hermann Health of Houston, TX notified 6,260 patients that their PHI was exposed after cyber attack.
- Fiondella, Milone & LaSaracina Accountants of Glastonbury, CT notified 6,215 clients that their info was exposed after cyber attack.
- Ohlone College of Northern California notified an unknown number of students that their info was exposed after cyber attack.
- EasyVote Solutions, which managed voter registration info for state of Georgia, announced it had inadvertently exposed the info of an unknown number of voters on a publicly accessible website. - Puma, maker of athletic shoes, notified an unknown number of customers that their info may have been exposed after a Kronos ransomware attack.
- Jeffery T. Henson was sentenced to 8.5 years in prison in Illinois after being found guilty to stealing customer identities while working for Watchfire Signs of Danville, IL
- True Health New Mexico is being sued after a data breach exposed the PHI of 63,000 patients.
- Jax Spine and Pain Centers of Florida notified 262,000 patients that their PHI was exposed after ransomware attack.
- AccelHealth, aka Cross Timbers Health Clinics of Texas, notified 48,126 patients that their PHI was exposed after cyber attack.
- Pace Center for Girls in Jacksonville, FL, notified 18,300 students that their info was exposed after ransomware attack.
- SentinelLabs is warning of a new ransomware hacking group named “ModifiedElephant” that is targeting law firms.
This Week in the Copier Industry Ten Years Ago
This Week in the Copier Industry Ten Years Ago
The Last Week of February 2012
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