Sponsored by

September 29th, 2021

Arcoa Group

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 will see better results.

Exela Technologies Expands Electronic Signature Platform, DrySign, to the UK - Yahoo Finance

• announced the launch of its electronic signature solution, DrySign®
• DrySign enables users to cost effectively sign documents from almost anywhere, requiring only an internet-enabled device
• DrySign is compliant with UK eIDAS Regulations

Corsica Technologies Named to MSSP Alert's Top 250 MSSPs List for 2021

• MSSP Alert, published by After Nines Inc., has named Corsica Technologies, one of the top managed IT and cybersecurity providers in the country
• The list and research identify and honor the top MSSPs, managed detection and response (MDR) and Security Operations Center as a Service (SOCaaS) providers worldwide
• Rankings are based on MSSP Alert's 2021 readership survey combined with the digital media site's global editorial coverage of managed security services providers

Pythian Expands FinOps Managed Services to Customers with

• Announced that the company’s cloud cost management and optimization services, known as FinOps, are now available for Google Cloud, AWS and Microsoft Azure cloud and multi-cloud deployments
• According to Flexera's 2021 State of the Cloud Report, 92 percent of enterprises have a multi-cloud strategy and use an average of 2.6 public clouds

Crayon Group reaches investment agreement with UK cloud managed services provider ...

• Announced it has reached an investment agreement with Cloud Direct, a UK-based cloud managed services provider
• Under the agreement, Crayon has made a GBP 3 million investment for a minority ownership in Cloud Direct and it establishes a commercial partnership
• Also will have the option later to further invest in a majority ownership
• Cloud Direct is one of the leading Microsoft partners in the UK and has annual revenues of GBP 20 million
• Companies have agreed to not disclose any further details on the transaction at this stage

CloudMile has achieved Managed Services Provider (MSP) status with Google Cloud in Singapore

• CloudMile is now able to offer its clients access to additional services as a Google Cloud Managed Service Provider
• Now include 24/7 monitoring, multi-account management, system performance tuning and monthly reporting
• CloudMile is a provider of cloud and AI application development and managed IT services for businesses in Singapore

DocuWare solution automates team's business processes to drive back-office efficiencies that fuel on-field success

• announced it is expanding its decade-long partnership with the Philadelphia Eagles to digitize the team's information management processes using DocuWare
• DocuWare also helps ensure documents are secured to protect data and stay compliant, which is particularly important to the Eagles, who need to keep employee and financial records secured

PandaDoc, the e-document startup, now valued at $1B as it closes a big Series C | TechCrunch

• PandaDoc, which lets users create, share and sign official documents online, has closed a Series C that the company confirms values it at $1 billion
• PandaDoc is not making public the full amount of funding in this round
• Reported on Techcrunch

Laserfiche Announces Launch of Cloud Document Management and Process Automation ...

• Announced the availability of Laserfiche Cloud in the Europe, Middle East and Africa (EMEA) region
• prebuilt solution templates and customisable e-forms and processes support digital resiliency and agility

HP Inc. announced HP Managed Print Flex, a new cloud-first Managed Print Service (MPS) subscription plan

• HP Inc. announced HP Managed Print Flex, a new cloud-first Managed Print Service (MPS) subscription plan
• HP Smart Pricing Plan automatically adjusts month-by-month to ensure lowest cost option
• Low touch, recurring revenue opportunity for channel partners
• Maximize productivity with a secure and scalable solution for home and office

HP Simplifies Managed Print Services with New Cloud-Based

• HP Inc. announced HP Managed Print Flex
• New cloud-first Managed Print Service (MPS) subscription plan that helps businesses optimize costs by simplifying management, improving productivity and delivering flexibility to scale or customize as business needs change
• Moving to the cloud, customers and partners can select the printers that best suit their needs and quickly and effectively equip workers in the office or at home with the print technology they need to be productive Subscription offers
  • Supplies auto replenishment proactively schedules supplies delivery before you run out
  • Break fix services with 2-hour call back and next business day onsite support if not resolved remotely¹
  • Short-term 1 year commitment with automatic renewal²
  • HP Roam³ so workers can print securely from virtually anywhere
  • All printers consolidated in an analytics dashboard and billed under single contract
  • A page is a page; plans do not differentiate between mono and color⁴
  • The Wolf Security pack⁵ ensures endpoints are configured with the right security settings

• Datto Networking WiFi-6 APs: Delivering MSPs Efficiency, Security, and Expanded Coverage By David Weiss

  • WiFi-6 Access Points (APs) have arrived for Datto partners
  • Complex operations that were previously nearly impossible with WiFi-5 are now easily workable when you deploy Datto’s new AP840 & AP840E
  • WiFi-6 APs are made specifically for MSPs and their clients
    • Increased Efficiency
    • Security
    • Expanded Coverage and Range

  Buchanan Technologies Acquires Cybernoor to Expand Managed - GlobeNewswire

  • BuchananTechnologies, a managed IT services provider, has announced the acquisition of Cybernoor,
  • Cyberoor is an expert in Oracle application performance management solutions
  • “This partnership allows us to expand our services to better meet the needs of today’s modern organizations, including many of Buchanan’s enterprise customers who are already leveraging the Oracle platform,” said James Buchanan, Founder and CEO of Buchanan Technologies

  Comport Receives Cohesity's Americas Rising Star Partner of the Year Award

  • Comport announced that it has received the FY21 "Americas Rising Star Partner of the Year" award from Cohesity
  • Rising Star Partner of the Year is awarded to the partner who has demonstrated exceptional success servicing new customer opportunities
  • IT Solutions Company since 1982, Comport is uniquely positioned as both a solutions and services provider to modernize and simplify IT from the mobile edge to the data centers to the cloud

  Open Source Services Market worth $50.0 billion by 2026

  • Global Open Source Services Market size is expected to grow at a Compound Annual Growth Rate (CAGR) of 18.2% during the forecast period
  • To reach USD 50.0 billion by 2026 from USD 21.7 billion in 2021

  Microsoft still not fixed PrintNightmare?

  • Released yet another patch to fix a remote code executive vulnerability, but according to report in Bleeping Computer magazine, the patch may break network printing altogether
  • The vulnerability allows hackers to execute malicious code on PCs
  • Most likely Microsoft will be issuing yet another patch to repair issues with its Windows Print Spooler

• HP admits another security vulnerability

  • Millions of HP OMEN gaming laptop computers, OMEN desktop PCs, HP
  • Pavilion laptop computers and several HP Envy models, were found to have a flaw that would allow a “Escalation of Privilege and Denial of Service” attack by a hackers
  • Could allow a hacker to create a profile with administrator rights to access data
  • Computer could also be used in a massive botnet
  • HP release an update to fix the problem that users must download

CyberSecurity

• Central Texas Medical Specialists, aka Austin Cancer Centers, notified an unknown number of patients that their PHI was exposed after ransomware attack
• The Alaska Department of Health & Social Services notified an unknown number of patients that their PHI was exposed after ransomware attack
• Simon Eye, headquartered in Wilmington, Delaware, notified an unknown number of patients that their PHI was exposed after email phishing attack
• The City of Mount Vernon in New York notified an unknown number of residents that their info may have been exposed after ransomware attack
• Sierra Johnson of Tempe, Arizona was arrested after allegedly stealing PHI was working for a rehabilitation facility to use stolen identities to acquire expensive vehicles and lease apartments
• The Mankato Clinic of Minnesota notified 535 patients that their PHI was exposed after employee was caught emailing it to an external email account
• The federal Office for Civil Rights in DHS reports that breaches in August, 2021 resulted in exposure of PHI for over 5 million patients in the U.S
• Gastroenterology Consultants in Houston, Texas notified 161,000 patients that their PHI was exposed after ransomware attack
• Walgreen’s notified an unknown number of patients who used its COVID-19 test registration system, that their PHI may have been exposed after it was inadvertently made accessible on public website
• St. Joseph’s/Candler Health System of Savannah, Georgia was hit by a lawsuit filed by patients affected by a recent ransomware attack involving 1.4 million patients
• Ivanov Tolpintsev was extradited from Ukraine to face charges after he allegedly made $80,000 stealing and reselling the stolen info on the Dark Web
• 3 Americans avoid prison even though they hacked into computers for a foreign country?
• • The U.S. Department of Justice announced it has fined Marc Baier, Ryan Adams and Daniel Gericke a total of $1,685,000
  • Were caught hacking into computers and phones for the benefit of the United Arab Emirates government
• Directions For Living, headquartered in Clearwater, FL, notified 19,494 patients that their PHI was exposed after ransomware attack
• Texoma Community Center of Texas notified 24,030 patients that their PHI was exposed after email phishing attack.
• The North East Independent School District of San Antonio, TX notified an unknown number of students that their info was exposed after ransomware attack
• Indian Creek Foundation of Souderton, PA notified an unknown number of patients that that their PHI was exposed after ransomware attack
• The City of Yonkers of New York notified an unknown number of residents that their info may have been exposed after ransomware attack
• Missouri Delta Medical Center of Sikeston notified an unknown number of patients that their PHI was exposed after ransomware attack
• Dorchester County of South Carolina notified an unknown number of residents that their info was exposed after ransomware attack

• HBP Financial Services Group of Woodbridge, CT and Pathology Consultants of New London notified an unknown number of patients that their PHI was exposed after email phishing attack
• The notorious Russian hacking group, REvil, which claimed to have shut down, apparently has restarted its ransomware attacks according to Emsisoft Security
• Dr. Douglas Burka, while working at Vanderbilt University Medical Center of Nashville, TN, was caught illegally accessing the PHI of his ex-wife and was hit by lawsuit
• Denton County of Texas notified 346,000 residents that their PHI was exposed after it inadvertently put their COVID-19 info on a publicly accessible website
• The Wedge Recovery Centers of Pennsylvania notified 29,000 patients that their PHI was exposed after ransomware attack.
• LifeLong Medical Care of California notified an unknown number of patients that their PHI was exposed after ransomware attack
• GetHealth, headquartered in New York City, may be notifying up to 61 million people that use fitness tracker apps after a breach

This Week in the Copier Industry Fifteen Years Ago

Last Week in September 2006

I recent days and with the start of a new quarter I've had some thoughts about what I want achieve one more time.  I tend to think that I've been to the top in my professional and there might be one challenge that I'd like to win.  Yes I have my struggles and yes I need to figure things out.

Enjoy These Awesome Copier Threads from 15 Years Ago!

"Your vision will become clear only when you look into your heart. Who looks outside, dreams; who looks inside, awakens."

Carl Jung

Heart in sales, it's not a dirty word.

My challenge to the entire sales world... If we can bring our hearts to our personal relationships, then what prevents you from bringing heart to your professional relationships?

Within the sales community, an image of the heart is often associated with weakness or being too mushy gushy. The heart is strong and powerful. It is the driving force of our life, one heartbeat at a time.

Your success becomes crippled when there is an unbalanced connection with your heart.

Embracing a heart-centered approach rests with your ability to stop, look inward, and reflect upon the course of action you know is the right, rather than succumbing to external pressures and misaligned sales crapola that quite frankly doesn't work any longer.

Therefore, Selling From the Heart goes against everything that standard sales training teaches you. The world has changed and yet, how we sell seems to be stuck in past decades.

"Put your heart, mind, and soul into even your smallest acts. This is the secret of success."

Swami Sivananda

Let's take the foundation of this quote and then reflect upon the following questions...

• What can I do differently to work on my heart health?
• What is one thing I will do differently to work on my mindset?
• What does self-reflection truly mean to me?

Our heart is the absolute key to our survival. Plain and simple, if our heart stops beating, we know what happens. Therefore, we take good care of it. We exercise, we eat healthy and we try to avoid stress; all in the name of heart-health.

How well are you taken care of your sales heart?

I encourage to think about the following...

How can you sell from the heart if your heart is broken?

LOOK INWARD

The journey to growing your sales at exponential rates starts with understanding who you are at your core. It is becoming more in tune with your deeper self. It is the ability to recognize what fires you up, what makes you happy or sad.

To sell from the heart, you must be willing to take responsibility for your results.

You can't blame others when things go wrong. You must be willing to look inward and determine what you could have done to make the outcome better. It is not about blame but self-examination. Taking a true look at yourself and congratulating yourself on what you did right and planning to become stronger in the areas that you are weak.

"People will do anything, no matter how absurd, to avoid facing their own souls."

Carl Jung

Are you avoiding facing your own sales soul?

• How do you deal with your emotions?
• How do you react when your sales life goes astray?
• What areas do you really excel at?
• What areas do you need to work on in your personal growth and development?

When you truly understand who you are, you will start to make a conscious effort to improve yourself, how you communicate with others and how this all has an impact on your sales growth.

Here lies the question...

Do you have the courage to bring your heart to your sales life?

EMBRACE YOUR HEART

“Wholehearted living is about engaging in our lives from a place of worthiness,” Brené Brown writes in Daring Greatly. “It means cultivating the courage, compassion, and connection to wake up in the morning and think, no matter what gets done and how much is left undone, I am enough.”

What are you willing to do to develop the courage and compassion to better connect with your clients?

Brené Brown reinforces this at so many levels, and why I believe the key to sales success starts at the heart level.

She discusses wholehearted people as having:

• A sense of worthiness
• Courage
• Compassion
• The ability to connect with others
• Gratitude
• Leaning into joy
• Vulnerability

Right now, and at this very moment, how many of you are bringing this to your client relationships?

It is so sad, as many in the sales world have become results driven and commission breathing, as opposed to outcome drivers and difference makers.

All too many in sales are looking outward as they're being led by their brain. Their inner core values have been thrown to the waste side as money and profit have become the driving force.

“If your goals aren’t synced with the substance of your heart, then achieving them won’t matter much.”

Danielle LaPorte

We all know, for the brain to work well we need a strong heart. However, when I look inside many sales organizations, I often find unhealthy hearts where values and beliefs are misaligned. Layer on top of this misaligned values in management and let me tell you... this becomes a recipe for sales disaster.

GROW YOUR HEART

If you want to grow your sales, then be willing to grow your heart. It all starts with some self-awareness.

"I think self-awareness is probably the most important thing towards being a champion."

Billie Jean King

What are you willing to do to become a sales champion?

SELF-AWARE

Self-awareness means you know yourself so well that you become amazingly happy, fulfilled and content.

• Are you living as the real you and not some sales facade?
• Do your thoughts match your actions?
• Does your walk match your talk?

I believe living a lie comes out sooner or later. Living a sales lie is even worse. This will ultimately screw with your career.

Are you aware of what makes you come alive?

Are you aware of what makes your clients come alive?

HONESTY AND BECOMING COMFORTABLE UNCOMFORTABLE

Becoming comfortable with being uncomfortable is what ferocious self-honesty is built upon.

I encourage you to think about this one...

"Do one thing every day that scares you. Those small things that make us uncomfortable help us build courage to do the work we do."

Eleanor Roosevelt

How can you become ferociously self-honest if you struggle to deal with any discomfort in your sales life? You can’t and you're only fooling yourself.

In the hyper competitive world of sales, those who are willing to take risks, step out of their comfort zone and create some discomfort for themselves will be those who will reap the biggest rewards.

Those who bring their heart to the forefront will rise above all the other empty suits.

ARE YOU READY TO GROW YOUR SALES?

The sales world is riddled with braggadocious, bravado filled behaviors. Armani suits, Rolex watches and fancy cars mask the insecurity. You see we all have imperfections. We all have baggage. We all have something hiding inside the sales closet of the past.

Selling From the Heart is the new sales economy.

• It's about knowing your values and living by them
• It's about getting brutally honest with yourself
• It's about doing the hard work to make sure you add value to your clients

What is powering your heart engine right now?

There is an old proverb:

“Above all things guard your heart…”

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 think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. 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 inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.

This Week in the Copier Industry Ten Years Ago

Last Week of September 2011

It's Saturday evening and a nice night to kick back a bit.  My 4th quarter and maybe my last quarter that's on Monday.  Have a great weekend!

Enjoy These Awesome Copier Threads from 10 Years Ago!

This Week in the Copier Industry Five Years Ago

Last Week of September 2016

My third quarter has ended and now it's on to the last month of 2021  I've hit my yearly number however there are still additional gates that may keep me from the annual President's Club trip.  I'm be addressing these with an upcoming "Better Call Art" next week for details.

Enjoy These Great Copier Threads from 5 Years Ago This Week!

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Color printer with Fiery output

Art Post · 9/26/169:55 AM

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Ricoh

Art Post · 9/26/169:55 AM

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Xerox Object printer

Art Post · 9/30/162:55 PM

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Signage for Xerox Object Printer

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Xerox Object printer side view

Art Post · 9/30/162:55 PM

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Envelope printing

Art Post · 9/26/169:55 AM

I'm still in the field selling MFPs and IT Services. In recent months I've seen some new changes with IT hardware and A3 MFP devices and supply chains. Should we be concerned even more?

DocuWare Releases Survey on State of Electronic Signatures in US businesses

Results show 70 percent of US businesses are missing out on the benefits of the technology

New Windsor NY, September 22, 2021 –  DocuWare, provider of cloud solutions for document management and workflow automation, today releases findings from their latest survey, indicating that despite the convenience and efficiency of electronic signatures, many organizations in the US have not yet fully implemented the technology, due to myths and misunderstandings.

The survey* of over 1200 business users revealed that businesses overwhelmingly cited efficiency and speed as the top reasons for adopting electronic signatures. But organizations are still missing out on these benefits, with most not having fully adopted the technology. Our survey examines why this is the case and our ebook demonstrate how businesses can quickly implement e-signatures for themselves and be ready for a hybrid workplace

“Electronic signatures are no longer a ‘good to have’ but a vital tool to maintain business continuity,” said Dr. Michael Berger, DocuWare President. “At DocuWare we can help organizations fully embrace the benefits of secure electronic signatures, enabling organizations to seamlessly and securely complete workflow documents anytime, anywhere, and on any device.”

While over 80 per cent of respondents indicated they use electronic signatures at least some of the time, they do not use the tool as much as they could - our survey shows that the main obstacles to fully implementing this technology are due to misconceptions and misunderstandings about security, technology, compliance, or forgery.

Key survey findings help explain away some of the myths and fears:

• Around 44 per cent of US respondents cited cyber security issues as the biggest risk for electronic signatures. However, electronic signatures are more secure than paper documents and the use of quality third-party digital signature products, such as those offered by DocuWare, helps to fully secure an organization's information and signature processes.
• 12 per cent of respondents said the biggest roadblock to electronic signature use in their business was a steep learning curve. However, digital signature tools are as easy to use as an app on your device, and where there may be some setup required to first implement the technology, DocuWare can provide implementation assistance.
• 29 per cent of US respondents noted that changing legal requirements or noncompliance was a factor in implementing electronic signatures. Electronic signatures are now being used in all manner of industries, including highly regulated fields such as healthcare and finance. DocuWare can work with businesses to understand compliance needs and ensure any document management solutions implemented are in line with those requirements.
• 38 per cent of US respondents reported being worried about unauthorized signatures. However, it's much more likely to get an unauthorized signature with pen-and-paper processes. With an electronic signature, someone must prove that they are who they say they are before they can sign the document. And then the signature and the document are locked in place and can't be altered, creating a lasting record of the signature.

For a visual overview of our findings, download our infographic here.

DocuWare’s Preconfigured Solutions now offer an Electronic Signature service. Preconfigured Solutions were previously available for Employee Management, Invoice Processing, and Smart Document Control. This new addition to the cloud solution shows DocuWare’s commitment to a paperless office. To get your free demo click here.

For a limited time, DocuWare and Trust Service Provider, Validated ID are offering up to 500 free e-signatures to each new DocuWare Cloud customer. This promotion is for all new customers who sign up from October 1, 2021 to December 31, 2021 and is valid for one year from sign up date on signature type “Remote”.

To find out more about DocuWare’s document management solutions, please visit DocuWare.com

* DocuWare surveyed +1200 people, all of whom have the authority to sign documents for their respective companies in their current job roles.

*********

About DocuWare

Headquartered in Germany & the US, DocuWare provides document management and workflow automation solutions in the cloud. DocuWare has helped 15,000 customers across 100 countries simplify their work through digitizing, automating, and transforming key processes. Learn more.

For More Information Contact:

DocuWare Corporation       
Samina Sabir       
Communications Director

4 Crotty Lane, Suite 200,       
New Windsor, NY 12553       
845-253-6784
Samina.Sabir@docuware.com       

My first week back with trying my videos from my recent stroke about a month ago/ It's a little choppy, but the talk track is there and I will continue to get smoother as I do more of these. Please subscribe and like, also let me know if you have topics that you would like me to cover!

“The closer you stay to emotional authenticity and people, character authenticity, the less you can go wrong. That’s how I feel now, no matter what you’re doing.”

David O. Russell

Real, genuine, heartfelt, sincere, true, honest and filled with integrity... isn't this what we desire in our personal relationships? Curious... Why do so many in sales and leadership struggle to bring this to their professional relationships?

Authenticity is one of the biggest challenges for salespeople in a profession riddled with unscrupulous, fake and disingenuous sales reps; that quite frankly many buyers despise.

Authenticity separates sales reps from sales professionals

This may sound a bit touchy-feely but set aside some alone time, look inside yourself and reflect upon your career, as sales is all about building credible, genuine and real relationships.

However, to build these relationships and change the way people think, you need to understand who you are and what goods you bring to the business table.

Here lies the issue, many in sales struggle with and have a hard time comprehending the value they bring to the marketplace because they haven’t spent the time investing in themselves.

Allow this quote from Tony Robbins to sink in for a moment,

“Do what you did at the beginning of a relationship and there won’t be an end.”

Think about client attrition and now reread the quote again... Do I have you thinking?

You see, I believe we live in a business world where relationships matter.

How you develop, nurture and build a healthy relationship funnel will play a significant part in the strength of your sales funnel.

• What defines a client relationship?
• What does a relationship look like to you?

I'd like for you to think about this:

The relationships you think you have with your clients; do they feel the same way about their relationship with you?

When was the last time you asked your clients what they expect in a business relationship and with YOU? Try it, you may learn something!

“Business is all about relationships, how well you build them determines how well they build your business.”

Brad Sugars

INVEST IN RELATIONSHIPS

Highly successful professionals, the best of the best, spend heartfelt hours every week investing in their client relationships. They commit to listening and learning something new about their clients. They show appreciation and constantly thank them for their business.

There's no better investment you can make than to invest in your clients.

Your clients are your most valuable asset. Sales professionals understand and make daily deposits in their client's emotional bank account. They understand every investment they make in their clients, pays dividends now, next month and into the future.

My concern throughout the sales world is this... Sales reps’ success has been measured by the number or the value of deals they close. Please do not get me wrong as this is important, however; this drives many in sales to take a transactional approach to building relationships.

Transactional mindsets conflict with and diminish the authenticity of the relationships.

Salespeople may experience success in the short-term, however; in the long run, authentic relationships are the key to building a thriving long-term sales career.

Authentic relationships are not based on a sales cycle or a buying journey.

WHAT IS YOUR INTENT?

In order to have an authentic relationship, please ask yourself, "What is my intention for this relationship?"

Stop... This is where I would like everyone in sales and leadership to give this one some thought. What is your intention?

Transactional intent oozes "I want to get what I need from them" and relational intent oozes "I want a trusted relationship in which we both benefit each other".

For relationships to be authentic, your mindset must be one of a genuine and sincere desire to be of value to the other person.

In a sales world where trust is almost non-existent, authenticity is super critical in bridging the relational trust gaps.

AUTHENTICITY, IT IS NOT COMPLICATED

Building authentic relationships is not complicated, nor is it rocket science but it does take patience and a shift in mental focus.

In doing a bit of research, I came across Dr. Barbara Fredrickson and her book Love 2.0. In her research she believes authentic relationships are good for our well-being.

She points to research that micro-moments of connection among humans improve our immune systems. The vagus nerve which connects our brains to our hearts and regulates the body’s inflammation, glucose and heart rate, protecting the body from heart attacks, strengthens as the body experiences more of these micro-moments of connection.

Based on Barbara's research, she uncovered those micro-moments require three factors: a sharing of positive emotions among two or more people, synchrony between their biochemistry (via mirror neurons in their brains) and a mutual desire for each other’s well-being.

Could these three micro-moments benefit you as a sales professional between you and your clients?

AUTHENTIC RELATIONSHIPS

If you want authentic meaningful relationships with your clients, look no further than yourself. Become authentic. Become yourself. Know thyself is to value thyself. What makes you tick?

Authentic sales professionals are not afraid to be who they are and show who they are to their clients.

Authentic sales professionals are interested in others, their clients.

Authentic sales professionals know their place in the business world and fulfill their client's world with joy and attention.

Authentic sales professionals put their clients at ease. They make them feel relaxed, heard, respected, and most all, important.

INVEST AND COLLECT

Authentically investing in your clients and the relationships you have with them is one of the most rewarding investments you can make. These relationships will open new doors and provide you with new opportunities that would have been unheard of otherwise.

I will leave you with this...

Without building your “relationship capital” with your clients then how can you keep a consistent, well flowing sales funnel?

Without investing in building deep meaningful connections with your clients then how can you expect to reap the benefits that relationship has to offer?

"The key to making money is to stay invested."

Suze Orman

If you fail to invest in your client relationships, then you will never be able to collect on the relationship.

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 think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. 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 inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.

This Week in the Copier Industry Five Years Ago

Third Week of September 2016

No words of wisdom because it's Saturday night and I have not room for thinking about work tonight.  Enjoy your weekend and take the time off!

Enjoy these copiers threads from 5 years ago this week!

Written by Joan Honig Sep 16, 2021

3 Ways to Make Software Integration Work Harder for Your Business

Integrating document management software with your ERP, CRM, payroll HR or accounting software just makes sense. Sharing information between systems enables your team to avoid unnecessary effort by eliminating duplicate data entry and improving collaboration. Integration simplifies the way data flows through your company ensuring cooperation and mutual understanding between departments. This results in increased productivity and substantial cost savings.

A document management solution that is integrated with ERP and other business software provides benefits that can’t be achieved when using stand-alone software. Read the rest here