MFP Copier Blog

Some of these devices sure do bring back some memories.  interesting news with Ikon, and I remember the DiALTA Color CF5001 very well!

Enjoy these threads from 15 years ago this week!

Konica Minolta Unveils DiALTA Color CF5001

Ten years ago this week and what was on our minds?  It was the Great Recession.  I remember it all too well.  Many of my accounts were in the AEC market, remember losing almost 30% of that business because of bankruptcies, companies closing and companies just buying their device once they came to the end of the lease.  Hope I never have to go through that again!

Enjoy the threads from ten year ago this week!

Weekend Copier Notes from 1/4/09

The year is 2039.  It's hard to believe that it's been 15 years since the mighty Xerox Corporation folded.  One remembers that statement in December of 2018 that touted Xerox "Unable to Adjust".  My how the mighty have fallen.

It wasn't only Xerox that fell to the paperless society that we now see today. 

Canon

Let's take a trip back to late 2022,  it was late in November that Canon announced that they were going to cease to manufacturing A3 multi-functional devices.  That decision was made because the need for 11x17 size paper and legal paper had dwindled to a paltry one percent of the market.  In the previous year leading up to 2022 Canon had developed the first A4 multi-functional copier (we're going to use MFP)  that allowed for variable print speed.  Clients would purchase or lease the color A4 MFP and would then purchase a one year (renewable) speed license.  Kinda smart thinking from Canon, since this allowed them to have a subscription model cash cow with clients renewing the speed licensing every year.  In addition the cost to maintain and supply the device was billed at a flat rate per month. High speed licenses equaled a higher monthly cost and low speed licenses usually cost less. 

Soon after Canon announced the demise of A3 multi-functional devices other copier manufacturers followed their lead.  Ricoh, Konica Minolta, Kyocera and Xerox did the same.

TOSHIBA & SHARP

Right, you're thinking why is there no mention of Sharp or Toshiba? 

In late 2018, a prominent share holder of Toshiba Corporation made a statement that Toshiba should sell Toshiba Tec.  The  reasoning behind the statement was two fold. One was to increase to inject some additional capital for Toshiba to pay down the mountain of debt. In addition was the slowing demand for PC's and multifunctional copiers. In mid 2019 Toshiba Corporation sold Toshiba Tec to Terry Gou CEO of Foxconn (Taiwan).  Back in 2016 Foxconn had purchased Sharp Corporation and the decision to purchase Toshiba allowed Foxconn to double their market share in Asia for MFP's.

Good decision right?  Well almost, you see in early 2021 China (Peoples Republic of China) decided that they would annex Taiwan (Republic of China).  There was no war, just one day in late August the Chinese marched in and took control.  Yes, many countries around the world were extremely upset, however no country would come to the aid of Taiwan. The cost of war and the recession in the West meant that the Allies for Taiwan would sit this one out.

Retaliation for the annexation of Taiwan was one of economic choice from the west.  No longer would those companies from the west purchase any products from the Peoples Republic of China.  I guess we were all hoping that we would cripple them financially.  Thus in less than one years time, both Sharp & Toshiba were eliminated from the copier industry.

Ricoh & Konica Minolta

It's now 2028, a mere six years after Canon developed their variable speed A4 color MFP.  Xerox was not longer a player since they had folded in early 2024.  We're now down to three copier manufacturers Canon, Konica Minolta and Ricoh. Each of these companies wanted to hang to the dwindling supply of clicks (prints from MFP's, no one copies anymore) or as long as they could.

Not sure if you remember this, but back in 2018 Ricoh Corporation had announced an agreement with a robotics company in the US.  That announcement made mention that Ricoh would be the service provider for robots that XYZ Corporation was manufacturing.   Several years later Ricoh bought that company, a few years later they bought Boston Scientific and in ten years Ricoh had diversified into the largest manufacturer of Robots in the World.  Planned obsolescence at it's finest.

I'm especially fond of my car robot that sits in the truck of my car.  Flat tire, window wash, wash the car, put air in the tires. With one Alexa command, my robot could do anything while I relax!

Diversification was also good to KonicaMinolta. In the years from 2018-2028 KonicaMinolta started acquiring health care tech companies.  They too saw the boom in health care since the largest segment of the population of the world was now entering or close to the 80 years of age.  The once mighty camera companies of Konica and Minolta now controlled/owned almost 50% of the health care tech companies in the world.  You see putting ink on paper wasn't making anywhere near the profit of extending peoples lives with advanced technology.

Back to Canon

Yes, it seems we're down to Canon.  Canon also had diversified back in 2017 or was it 2018?  They had acquired Toshiba Medical Systems from Toshiba.  In 2028 Canon had also expanded it's health care holdings that they were heavily divested in health care tech companies. Canon proved to be a might competitor of KonicaMinolta. 

One technology that Canon did invest heavily into over the last five years was 3D printing.  By 2028 Canon had more than 50% of the SMB market for 3D home printers.  Every home had a 3D printer and Canon was the brand of choice.  However, that brand did not come cheap.   I think it was in 2026 when Canon Corporation acquired HP, and it wasn't for their printers. It was because HP had developed 3D print technology that would produce almost anything in less than a minute. 

The 3D printers pretty much wiped out Amazon and retail stores in a matter of a few years. There was no need to go out and buy anything except for food.  Need a light bulb, a blanket, pillow, sheets, utensils, cups, whatever you needed you could just print in minutes.

Keep in mind that all of these companies were still manufacturing MFP's just not as many as they used to.

2039

It's now 2039, the last paper mill in the world has closed it's door. Paper is no longer required or used.  We have transformed to a complete digital society.  What was once started from the papyrus plant is now ancient history. 

-=Good Selling=-

Well, it happened some pioneers in the print industry are delivering an as a Service model. The Participates of the Imaging Channel must respond and deliver print equipment, its supplies, it’s parts, and its labor to repair in this as a Service model. A fixed cost for a product which eats consumables. Some in the industry are beside themselves and will more than likely lose control in how they proceed unless of course, they move forward timely based on knowledge over desperation caused by waiting.

Some will wait and see as they say. This wait and see approach will more than likely cause the pains associated with forced change. When sellers don’t adapt to market shifts, they always come up short when the shift is in full force. I believe this No-Meter billing movement will come fast. End-users have been buying technology through an as a Service billing model for many years. It would be hard to find large numbers of software buyers who are not on a SaaS model, and soon the same will be said regarding print customers.

In 2019 the end-users at the enterprise level will begin writing RFP’s with No-Meter request, and they will have respondents. It’s in the response of some which create the spreading of more respondents. Dealers will begin offering more and more customers the model thereby creating more customer awareness of the better way.

Dealers get a plan get the knowledge. Billing print equipment its supplies, parts, and labor without chasing a meter reading is only complicated to those who stubbornly fight to keep things as they are, or still believe saving the old-way is better than learning to create the new way, and the new way is meter-less; it’s an as a Service billing model, a billing model which has been integral to the Managed IT Services deliverable for years. DaaS is a contractual agreement based on a financial arrangement which is designed to provide its customers a fixed cost for all components of the deliverable. The key which glues all the ingredients together is leasing. So, choose your leasing partner wisely. I recommend DLL Leasing. DLL provides DaaS models for some of the largest technology companies in the world. DLL Leasing prides itself on delivering the Future to the Present. One of the reasons I endorse them. 

So, now that we determined there is a qualified leasing company to provide the financial component of DaaS. Let’s discuss the science of understanding total service cost. BEI Services the worlds largest print services metrics company has extensive data, data they have been collecting for over 25 years. It’s within this data that dealers can truly understand the total cost to service print equipment, all print equipment from all manufacturers. For the last 25 years, BEI Services has helped the Imaging Channel control cost and bring visibility to cost awareness. BEI does this better than all those who attempt it, or frankly claim to. BEI Services database has over 4 million devices. No one else in the world has this massive resource of data, and the expertise to understand how this data will help dealers deliver DaaS, or as Wes McArtor #BEI’s Co-Founder defines as iDaaS™ imaging Device as a Service. Give Wes McArtor a call and get the facts to the numbers in whatever you decide to call the No-Meter movement. Remember, It’s much more rewarding to those who control a market shift rather than fall victim to it.

“The changes to any billing model must always include what I call CABB or, Cost Awareness Based Billing.”

Those still believing that the Cost Per Copy model will remain the prominent model. I would suggest searching through your memories to the time, The Cost Per Copy model replaced the service billing model which excluded consumables. Remember the arguments, remember the fears, and now remember the speed in which the Cost Per Copy model completely replaced the old one. It should be logical to assume that today’s technology to communicate will increase the speed of the NO-Meter or DaaS model replacing the Cost Per Copy model. Don’t get run over by your competitors, and remember to look in new places for the new competitors coming soon.

In Closing

 “Innovators listen to the old way’s arguments to keep things as they are then create a new approach from what they hear.” 

What will they hear from you?

Ray Stasieczko 

I started to title this blog and then stopped because I wasn't sure where I wanted to go with this.   I wanted to write about the start of the new year and what reps can do to increase their skills and sales from last year.

The first thing we need to do is to forget about last year.  Whether you were a winner or a loser last year is over!  An old saying in sales "is that you're only as good as your last month". Now is the time to forget about last year, now is the time to set your sales goals and find a way to get to where you want to be at the end of the year.

August of this year will be the start of my 39th year of office technology (copiers, fax, printers, wide format, IT, content) and this year I plan to change a few things to try and get me to where I want to be at the end of the 2019.  

1. I'm going to write more blogs for my jerseyplotters.com this year. I was a little lax last year, however this year I plan to post one a week.  I'm thinking this should gain me an additional 2-3 leads per month.  

2. I fracking hate cold calling via phone.  Thus this year I'm going back to planning 20-25 stop in cold calls every Thursday.  The reason I pick Thursday is because most Holidays we have a Monday off.  Tus scheduling for Thursdays means I won't lose a day in the field.

3. For those special accounts that I haven't been able to crack, I'm going to invest a little bit of cash and send them via Fed-Ex a care package designed especially for them.  I'll write more about this in another blog, it's going to be something different and unique. Thus when I do make the phone call, I'm sure I'll get the chance to speak to the DM.

4. I'm going to lean on my existing relationships and ask for referrals that I can reach out to.  When I'm in the office tomorrow, I'll print out an 11x17 document as a reminder to ask everyone.

5. Extra focus for selling content, even if it means lengthening the sales cycle. What I'm finding is that most reps are still focused only on selling the box and couldn't care less about content. 

There is a recession coming in the near future, now is the time to plan ahead.  For me this means that I need to increase my net new business while building my current business. All of that can be accomplished with the 5 steps I've addressed above.

New to Sales?

For those of you that are new to sales here's some quotes that I've relied on over the years to help me get through the good and the bad

• Winners Make Things Happen and Losers Wait for Things to Happen
• Prospect by Day and Quote by Night
• The Hardier You Work the Luckier You Get (thanx Jack)
• Assume the Order

Feel free to use this tips, if you have any additional questions PM me on this site or post a reply and I'd be happy to help.

-=Good Selling=-

"If you look at all aspects of all sports, everything comes down to basics and fundamentals."

Robbie Lawler

To everyone in sales, you can perform much better and become more successful, if you just learn to master with consistency the basics. 

Vince Lombardi, the great Green Bay Packers coach, once said that football comes down to only two things: Blocking on offense and tackling on defense, and those are the basics his teams spent 80% of their time on in practice. 

Many analogies have been made between sales and sports. It’s often been said the one key fundamental principle in sports is to focus on the basics, and the same can be said for the sales profession. Never is this truer than when times are challenging, just like they are now. There are certain key fundamentals, or basics, to follow that ultimately lead to sales success.

BACK TO THE BASICS

We frequently hear the term “back to the basics”. Regardless of the sales vertical, “back to basics” is in everyone’s playbook.

Basics provide the foundation for all sales success. Witnessing the success of great companies, we often question “How’d they do it?” We see the success but not how it was achieved. It may appear to us their success is luck, a twist-of-fate, or a rare combination of chance meeting opportunity. Success is more than circumstance. Success does not just happen. It begins with the basics.

"If you can't do the little things right, how can you do the big things right?"

Basics, the universal language of business people.

Think about this for a moment...

We are asked to give “basic ideas,” “basic info,” or “explain it to me like I’m in second grade.” We break down our world into basic, bite-size chunks, so it makes sense to train ourselves in the same manner.

Here's a simple hint...

Salespeople, you must get back to the basics. Applying the basics in 2019, will allow ordinary sales reps to do extraordinary things.

Believe in the basics, execute the basics, and succeed with the basics.

When we were young, teachers often focused on the “Three Rs.” These are reading, writing, and arithmetic. These three basics were the mainstay of education.

BACK TO THE BASICS FOR SALES REPS

In 2019, I encourage all those in sales to evolve from Business-2-Business selling to Back-2-Basics selling. All those in sales will become more successful by focusing on the basics. Regardless of language, company culture, generation, product, or industry; the basics are the key to any successful sales professional.

Sales professionals need these basic skills in 2019.

WRITING

I'm a firm believer salespeople can write. We all have the capability of writing, it's what we do with it.

We're now communicating in a digitally driven, socially connected and highly networked business world. Communicating your thoughts in writing is a critical skill salespeople must master in 2019.

Identify your self-limiting beliefs around writing and take action steps as it may open sales doors and business conversations. Isn't this what you want?

How well you communicate is critical to your sales success but how well you write about it will be catapult your success.

Writing attracts prospects. Writing opens up conversations. Writing opens up relationships.

I am here to inform you wisdom often comes from the mouth of salespeople.

Here's some help. Gather the top questions you hear from your clients and prospects during your sales meetings and answer them in a blog format. Potential prospects researching for those answers online could end up finding your blog posts.

Here are a few ideas for you (especially if you're a technology sales professional)

• Top 5 reasons why implementing Document Management is critical to your business
• 3 reasons document scanning can enhance productivity within accounting department's
• 3 reasons why BYOD security is important within the digital workforce

"No one can write your sales story, so write it yourself"

READING

Imagine for a moment, what could you learn by reading every day to start your day? Set aside the first 30 minutes of your day to read.

When reading, your mind becomes engaged. The topics you read about can influence your conversations. Think about how this can help you to drive better business conversations with your clients and prospects.

How well are you leading your clients and prospects?

Feed your brain to kick start conversations with people. Read what the people you want to communicate with read.

"If you want a prospect to invite you to the table to bring ideas, you need to position yourself as someone that can help."

Darrell Amy

Where do sales professionals get these ideas? They come from reading.

Sales reps sell products. Sales professionals deliver ideas. Ideas come from reading.

• How well are you driving conversation?
• How well are you reading to learn?
• How well are you sharing what you're reading?

"Sales winners educate with new ideas almost 3x more often than 2nd place finishers.", Insight Selling and the Rain Group.

Imagine the conversations you could start with your clients and prospects based upon the books you decide to read?

Give your clients a gift in 2019, your knowledge and insights based upon the books you read.

ATTRACTION

Inside a digitally driven, highly connected and socially networked business world... How well are you leveraging attraction and influence to help kick start business conversations?

What are you doing to attract people into conversations with you? How well are you getting out of the batter's box? Are you still stuck at home plate or are you standing at second base?

Attention sales reps, how well you... Capture, Converse, Collaborate, and Connect along with providing relevant and insightful Content to grab the attention of the executive buyer will determine your sales success. 

Sales reps must leverage content as conversation bait in order to help facilitate business conversations. How do you cast it out there?

It comes from...

• The ideas you get through reading
• Then sharing the ideas through writing

What can you do with the law of attraction? How does this fit into your prospecting approach? Position yourself and leverage the power of social to kick start conversations.

Reality check, most prospects feel sales reps are full of sh%T. As you capture, converse, collaborate and connect with your prospects; share with them what you're reading, educate them and help by guiding them in the right direction. One direction you can point them to is to your LinkedIn profile. This is where you can promote your business professional brand, your story, how you have helped your clients and what your prospects can expect when the get engaged with you. You can check out my profile here...

IN THE END... BASICS DO WORK

Chasing the shiny bullet doesn't work in the long run!

Refocus your attention on the basics? Shiny objects and a trick sales play occasionally work. A trick sales play strategy is built upon a façade, not fundamentals. It is time to get “back to basics” and stick with what works.

My challenge to all of you... Re-focus your effort. There's work to do and it starts with sales 101.

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 modern 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 and Kindle. You can click on the book image below and this will take you to Amazon.

You can find more material inside Selling From The Heart.

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. 

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. 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 inside the sales process. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.

It’s a digital world, where are you? Today more and more of yesterday’s customers are finding new providers who deliver a digital better experience. I still hear many in sales talking about the need and value of building relationships. The problem is they are using 1990 construction methods.  

Today not only buyers but assumed happy customers are clicking their mouses in search of knowledge or, in search of something different, and unfortunately, many current providers are not showing up in their digital windows. Many don’t understand the battlefield where one fights to acquire and keep customers is more and more in a digital landscape.

“Customer experience is weighted heavily in the intersection between the digital and physical worlds.”  Abandon customers in this intersection are just a click away from finding a replacement.  

So, many believe that customers buy relationships they don’t, customers buy desired outcomes. Relationships are only one of the components to acquiring or keeping a customer, and today many great relationships are being taken away by new providers who deliver a better experience. Those who believe relationships are their greatest value will fall victim to those who provide a more valuable relationship.

The digital world is the birthplace of many of these better experiences and new relationships. Don’t miscalculate the importance of showing up in the digital windows of your customers. When your customers are surfing for information or your replacement make sure they find you not only educating them, but fighting to keep them as well.  

The power of the digital world is phenomenal. One can open the windows to the world with their fingertip where opportunities to explore the unknown are endless. So, remember, that when you enter the digital landscape do not limit yourself to only what you know.

 “It will be from what you learn in exploration which will spark what else is possible.”   

That last quote is also accurate for your customers, proving my point in the necessity to get online and learn quickly how to navigate both prospects and customers through that intersection between the digital and physical worlds.  

A tip from Ray

Next time you visit your customer ask them this. Of the products and services, we sell you, what have you discovered online which should concern us? Their answer might provide future directions to keeping all your customers.

See you online

Ray Stasieczko    

I apologize for not being able to write as much as I usually do.  December was a rather busy month, in fact the busiest December in years. Cheers to that!

It all started a few weeks ago when  received a lead (yippee) that was labeled "looking to lease a printer" .  I wasn't excited about the word "printer".  However, a lead is a lead and follow up has to be immediate when you get a new lead.

The Call

I was able to connect with the prospect that day on the phone.  I was asked if I sold Canon, I stated I did not and made reference to Ricoh.  My prospect went on to tell me that he had received a quote for a used (are you kidding me, used) Canon imageRUNNER Advance C5240. The prospect also stated that the C5240 also had a fiery.

While my prospect was telling me more about the Canon. I googled "Canon C5240 brochure".  I wanted to know about the print speed, paper size and substrate (paper weight) of the device. The Canon brochure is now displayed on my other screen and the prospect tells me that the Canon sales person stated the C5240 is only two years old. I was like WHAT?  I stated to the prospect "it cant be only two years old", he then replied "why". I immediately scrolled down to the bottom of the Canon brochure and there it was, the Canon brochure had a copyright date of 2012.

I then explained to the prospect that the C5240 (not the A version) has to be 4 to six years old and that he was being snowed by the sales person.  I then explained that copier models are usually only last 18-24 months before the manufactured upgrades that model.  I then countered with that the C5240 was upgraded in 2014 with the new C5240A version. By now I could sense that my prospect was now questioning everything he was told by the Canon rep. While I was on the phone with our prospect I had already emailed him the Canon brochure I was referencing.

I then dragged the Fiery in to the conversation.  I asked, "do you know what you're getting into with a Fiery that is four to six years old?". I went on to educate my prospect about the age of the hard drive on the fiery and stated that hard drives don't last forever. In addition I pointed out that the Fiery will need updated patches for the software and most likely does not come with a current license. I topped all of that off with the fact that he will have to calibrate the Fiery and you can't do that with out spectrophotometer. 

Alright, I poked enough holes in the Canon sales rep authenticity and created many concerns about the older Canon device. It was time to move on and that's when I asked him if he might consider something new?  My prospect was open to hearing more and I went on to give him the details about a new Ricoh C4504ex which had a little higher print speed than the Canon.  In addition I explained it was the end of the year, the end of the month, the end of the quarter and he was a new account which entitled him to an additional discount. 

It's been almost 40 minutes (we agreed that there was no need for a Fiery) into the conversation and it's now after 5PM at the office.  My prospect was somewhat on board with the pricing and the features (need bookletmaker) but non committal.  Through out the entire conversation I was also closing for a meeting to bring print samples and a brochure. Every time I asked I was shot down. 

Changing Gears

I decided to change gears because my prospect was looking at something used which meant that his price tag was somewhere around $5-6K, and I couldn't match that price point with the C4504. I then posed two questions to my prospect.

1.  Do you have a device at your office that will scan?  He stated yes

2.  Do you have a device that will make copies?  Another yes came out of him.

I stated, "Well this is a horse of a different color (I had watched the Wizard of Oz last night) we have two color printers that will print at 45 and 62 pages a minute and the pricing should be right in your wheel house"  Another 20 minutes had passed, my client was now leaning heavily towards the color A3 print with a bookletmaker. We scheduled an appointment for next week to me.

Next week I'm at the prospects office we reviewed the brochure, reviewed the specs for the bookletmaker, the duplex substrate specs and the pricing.  We then arranged for a demonstration at our office for a few days later.

My prospect is now in my office, we greeting each other.  He then tells me that the Canon rep got very mad at him on the phone and was insisting that his Canon only had 50K on the meter and was practically new. For me the keyword was "practically'", it was obvious that my prospect was all ears to me an not believing the Canon rep anymore.  Although my prospect did throw me a curve, stated the Canon rep had told him that the Ricoh machine was made out of 100% plastic while the Canon was made from heavy iron.  I went on to tell that client that was ridiculous because all of the manufactures (Canon, Ricoh. KonicaMinolta, Xerox) all use metal for thier frames and he's just grasping at straws.

We demonstrated the crap out of the C842DN, print quality, booklet making, paper sizes, and paper substrates.  Everything went well there was a few hitches with the substrate that he wanted to use.

What's the moral of the story? 

If I were on the outside looking in they would be:

1. Don't BS your prospect about the age of the device, you can find anything on the internet

2. Do push what you want to sell, rather dig deeper and help the prospect to understand thier needs better

3.  Always know that your prospect will do additional research after the first talk track

4.  Prove to your client that you are the guru in you geographical area when it comes to copiers and print devices.

5. Don't be a BS'er

Yeah, one thing I forget to mention is that the prospect mentioned that out of all the reps he had spoken to that I was the most knowledge and the most courteous. I enjoyed that compliment more that performing the demonstration.

-=Good Selling=-

"You've got to sell your heart"

F. Scott Fitzgerald

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. No longer are the old-school or hard-nosed tactics working, it’s time for a change.

So how do you sell in this current environment? From the heart!!! You put the needs of your clients first. You place them up on a silver business platter. You intently listen to their every word, what they need and how you can best fill it. You care about them as people and develop strong relationships with them. You don’t go in for the kill, make the sale and abandon them. You take care of them each step of the way.

It is also about becoming your authentic self. It is not about copying what others do and how they look. The real you is waiting to come out, and it is wonderful. You have unique skills to bring to the table, and when you find them and use them, your sales will soar. You have an individual story, and it is time that it was heard. When you share who you are from the heart, it creates a connection that is not easily broken.

SELLING FROM THE HEART PODCAST

The Selling From the Heart podcast is home for authentic, effective, and socially-integrated sales strategies to help you master the art of selling. It's of practical ideas, we promise to challenge you to the core.

Every guest who comes on the podcast gets asked this question...

What does it mean to you to sell from the heart?

Recently, I posed this very question to my LinkedIn network... what does it mean to sell from the heart?

HEARTFELT RESPONSES

Luigi Prestinenzi

"I believe it's being who you are and not trying to be someone you're not. If you care about your customer and truly want to help them regardless of whether they buy or not this will come through."

J. Mark Sutton  

"To me it’s about knowing your discipline better than anyone. Becoming an expert in what you do makes your message and connection the most genuine."

Micah Booth  

"Being the true you and partnering with your clients to help them address a specific business challenge."

David Masover

"Empathy is a really important attribute for me in my personal sales and service delivery (sales coaching) endeavors, and I believe that it should be important for all true sales professionals. It is the perspective from which we can really understand what is going on with clients and prospects, and a great position from which to sell them what they need based on problems we have worked hard to understand and are determined to help solve."

Meredith Messenger, M.S.

"Authenticity, empathy, and forthrightness are all spot on. I would also add acting from a place of service to the mix. There is no sales technique or skill that could ever be more impactful than a genuine concern for and a desire to help and serve the person or organization you’re interacting with. It creates a passion and drive to provide value at every interaction and it shines through in everything that you touch."

Jeff Bajorek  

"I believe it means being true to who you are, as well as who your customer needs you to be."

"If we aren't true to ourselves we are simply empty suits showing up!"

Alfa Lambe ألفا عبد المجيد لامب

"For me ‘Selling from the heart ❤️ ‘ means standing on the Sales Stage with a Servant Spotlight over you & A burning desire in your own self to give , share , connect and create a warming environment for the customers larger interest !! Sales just follow ."

Andy Solomon

"To me, selling from the heart means that you care about the person across from you. That you’re acting in their best interest and putting the relationship before the sale."

Ammon McKinlay

"To be genuine and make someone’s life better as a result of the sale."

Chris Polek  

"I would say it is caring. Your heart will tell you what to do. I think Robin Williams said it best to Matt Damon when they said goodbye in Good Will Hunting: “Follow your heart son; you’ll do just fine.”

SELLING FROM THE HEART

Selling From the Heart is about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they 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 making a plan to become stronger in the areas that you are weak.

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

I encourage all those in sales to make a difference and sell from the 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 modern 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 and Kindle. You can click on the book image below and this will take you to Amazon.

You can find more material inside Selling From The Heart.

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. 

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. 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 inside the sales process. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.