MFP Copier Blog

Over the last two months I thought I would perform a test using LinkedIn.  My goal was to connect with 1,000 people in the copier industry. Right now, I'm sitting at about 800 new connections.  I'm hoping to hit that 1,000 mark by the end of this week.

Everyday,  I spend at the minimum 30 to 45 minutes review my wall of threads. Since I have more than three thousand connections,  that wall seems like it can go on forever (thank goodness for weekends YaY!)

If I had to estimate, I would say that I'm connected to more than 2,500 copier sales people. 

Today, I scrolled through 368 threads on my LinkedIn wall.  I wanted to see how many other copier/office technology reps had posted something on LinkedIn. 

Any thread would be worthy of getting a notch for a post.  I did omit posts from dealer principals since I know of few of them use a  marketing department or firm to post for them (that's not a bad thing) and those who help high level positions with the manufacturers or dealers.  Let me tell you, going through all of the threads and you see some crazy threads on LinkedIn now.

Here's what I found. 

Out of the 368 threads that were posted there were, are you ready for this?  NINE threads from copier sales people.  Two of those threads were from one copier sales person (that's a good job Dayna).  We're talking a little over 2% took the time to post anything on LinkedIn. 

There were zero pulse articles and three of those nine threads had a picture of a copier, the headline and a "contact me".  That's being creative!

Sorry to say, but that's a piss poor effort from our industry sales people.  How do you expect people to know that "you" exist in todays social world of business. I was just listening to a webinar from Darrell Amy and he threw out a stat that 93% of people use a search engine for buying anything. Darrell went on to say that in the sales world, that's just about everyone.

Posting on Social Media Does Not Get Me Orders

Absolutely correct!  There is no Selling in Social Media

Throw out the "Selling" part of Social, there is no selling.  It's more about creating awareness that "you" exist within your geo space of B2B business.  Maybe you need to call it Social Business Awareness or just Social Awareness. 

Let's put it this way, not posting on Social Media pretty much means you're out of site, and when you're out of sight you're out of mind.

Does knocking on doors get you orders on the first knock, or when was the last time you cold called a DM on the phone and the first response was, "hey, thanx for calling, I want to order five copiers from you"?  Right, it really doesn't happen that often.  But your efforts of knocking on doors and cold calls will produce orders at some point in time.  The same is true of social media, at some point in time you are going to get "that" call or that inmail"  from someone wants to engage with you.

There is No Secret Sauce with Social Selling

I think I started with LinkedIn in 2004.  Over the years, I've written more than 2,500 blogs related to the copier industry and have garnered almost 3,000 world wide members (remember I do this part time).  In addition I've made a tidy sum of extra dough, because I had a plan and stuck to my plan over all of these years.

You need to have a plan, and you need to stick to that plan, day in day out, month in and month out, and yes years in and years out.  That is the only way you'll create your Social Awareness.

Maybe start with:

Create three alerts with Google. One for Technology, one for Business and one for Dogs and Cats (most everyone loves dogs and cats).  Read those alerts everyday and when you find something that either piques your interest or you think it would be a good read for others.  Then you post that link with your social media accounts (LinkedIn, Instagram, Twitter).  Also always keep that attitude that you're not concerned with getting likes, or views.  Your only concern is to share information with others. 

Over time you will start to see people gravitate to you for a connection.  Once the connection is made you may then thank them and send a note, please let me know if I can every help with anything.  Maybe, even a call sometime down the road.

Why Social Selling Stinks for Most Copier Sales Reps

I hate to say this, but I think most are lazy, and for those that are not lazy, I don't think they are aware of what you can accomplish if have a plan for Social Media.  I can attest that for those who want to work and those who have a plan, you can be assured that you'll have a very lucrative sales career.

Thoughts, comments, would love to hear them.

-=Good Selling=-

"Without hard work and discipline it is difficult to be a top professional"

Jahangir Kahn

Can this same message reign true inside the copier channel? Can this message be applied to a copier sales rep, YES!

There is no free ride to success as some copier sales reps may think otherwise! There is no easy button to press! There is absolutely no easy way to become successful. Without hard work, dedication, an extreme tolerance for frustration and setbacks you can never become a sales champion. If you say you really want it, then you have to be able to back it up by taking action. Far too many copier sales reps seem to lack a basic understanding of what’s really necessary for sales success. 

THE ATHLETIC LOCKER ROOM

Ask any professional athlete and they will tell you they had an athletic dream; a dream of making it big. What professional basketball player didn't want to be like Mike?

While every professional basketball player may want the success that a Michael Jordan had, most in upwards of 90%, aren't willing to do pay the dues and do what is necessary to get there. The success strategy in my opinion is quite simple, it's not very glamorous and all in our mind. It’s a four-letter word called WORK!

The top 1% of professional athletes in any sport have a million- dollar success strategy. This is purely nothing more than a willingness to consistently pay their physical dues, bust their ass by pushing themselves outside their comfort zone each and every freaking day! Your sales success strategy as copier sales reps is nothing more than tons of sweat, fatigue, frustration and YES hard work!

SUCCESS IS HARD WORK

Top athlete's, the one percenters consistently push themselves on a daily basis to go the extra mile, run a little harder, sweat a little more, train a little longer, and work in a few more repetitions on their weak points. Can the same be said for the average copier sales rep? What are you willing to work on?

The cream of the crop, the one percent of professional athletes eat being great for breakfast! They are willing to bust their ass and to do whatever it takes. As copier sales reps you have to be willing to do whatever it takes. Forget about what everyone else is doing or not doing and focus on yourself. If you really want to stand out as a copier sales rep then you must stand out with your work ethic. This is what top professional athletes do best.

ARE COPIER SALES REPS PUTTING IN THE HARD WORK?

This may be a bit controversial but so be it. As a copier sales rep, you have to be willing to get off of your comfy couch, get outside of your physical, mental and emotional comfort zones on a daily basis. You have to be willing to push the envelope, to get comfortable being uncomfortable.

Success is simple and difficult at the same time. This is because it’s too hard for most copier sales reps to do what I’m suggesting. I get it every once in a while you'll work your butts off. Now and again you all will get motivated to step the pace up and sweat just a little bit more especially when your sales funnel is weak or you can't flip a current customer lease. However, to do this all day and every day most of you will turn your head and mentally say, "No thank you!"

What do you think separates the best copier sales reps from the rest of the pack? Do they have more sales talent? Not necessarily! Are they more gifted than others? On some occasions, yes. Do they want and smell sales success more than you? Ah Hah! Here lies the key my copier sales rep friends. You see, the very successful sales reps work harder than you on a more consistent basis because they want it more than you do! If you truly want to be a very successful copier sales rep, then your biggest obstacle is the very person you see when you look in the mirror! If you want it badly enough and are willing to go after it on a daily basis, week in and week out, month in and month out then you must commit to and buckle-down by elevating your training and performance to go to the next level.

I know most of you are thinking managing a lease end portfolio and upgrading my clients earlier than they need to is hard work but come on man isn't this just babysitting?

HARD WORK AND PRACTICE AS A COPIER SALES REP

Professional athletes do plenty of hard work, practicing their sport. We need to do the same thing as copier sales reps. The first area of hard work is to self-reflect.

Check out more on self-reflection as you listen to my podcast "Selling from the Heart"

MY CHALLENGE TO COPIER SALES REPS - DO THE HARD WORK!

Create some alone time with a blank piece of paper and reflect on why you do what you do, who you are, and what value you bring to your clients and to your community.

Think of how you are making an impact inside your company, with your clients, with your network and most importantly within the business community.

You must move your mindset from that of a copier sales rep to that of a copier sales professional.

Hard work requires:

• A commitment to yourself
• A commitment to a stronger work ethic
• A commitment to writing a business plan

DO THE HARD WORK - CONSUME CONTENT

To be successful as a copier sales rep and get noticed, I am going to ask you to throw something new into the game called sales - learn and share content!

You must become a broker of ideas and knowledge. You must consume content for breakfast, lunch and dinner. You must make a commitment to yourself to learn.

Copier sales reps must equip themselves with content knowledge

Yes, you must understand your products and solutions but more importantly you must learn about your clients and prospects business problems. Make the commitment to learn your industries content. You must learn where to find it and then how to share it with your clients and prospects to help them do better business.

Educate your clients and prospects around how you can help. You need to understand who you are selling to and how you can add value.

If you want to get a seat at the red hot executive table then you must add value by learning what executives are talking about.

COPIER SALES REPS AND THEIR MENTAL HANG-UP

You all must learn how to overcome the hard work and perseverance handicap that you have developed by being a member of "I have earned my stripes therefore I don't have to do it" society. Get back into the real world and stop the "my **** doesn't stink attitude". In other words pull your head out and start to develop goals, your personal mission and why are you doing what you are doing?

The right time is now! Self-motivate yourself by staying focused on a daily basis on the WHY. Why are you doing all of this in the first place? You as a copier sales rep need to have an emotionally compelling reason to go against the status quo as you watch the other aloof copier sales reps seek instant gratification by trying to cut corners and flip leases early as they have nothing new in their sales funnel.

The secret to success is mental. The secret to success as a copier sales rep is in your hands, not in your mouth. The secret to success will separate you from the wolf pack and your competitors. The secret to success is quite simple to understand yet so difficult to consistently use. Do you have what it takes to take your career to the next level? Can you honestly put your actions where your mouth is? Are you willing to walk the walk?

Are you living a sales lie?

COPIER SALES REPS MUST PUT IN THE HARD WORK-PERIOD!

Why do copier sales reps give up? No hope? No perceived chance for victory or real reward inside their company? Not enough patience to keep on going? No sense of personal fulfillment? Just a plain poor fit? Lack of the right talent or skill set? Poor relationships leading to discouragement? The questions and list can go on...

Copier sales reps you must embrace hard work and develop a strong work ethic. This means you must set aside your ego, fear and your "know it all attitude" thus embracing two things you have going against you - time and patience.

"Success isn't always about greatness. It's about consistency. Consistent hard work leads to success. Greatness will come."

Dwayne "The Rock" Johnson

I understand, I get where you all are coming from. I have walked a day in a life of your shoes and still do on a daily basis.

I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow net-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!

In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image

You can find more blog posts inside the Social Sales Academy website.

I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, challenge, coach and inspire B2B Office Technology Sales Professionals to grow net-new business by helping them tell their story and communicate integrating the use of social. My commitment is to help office technology dealers thrive in a drastically changing marketplace. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast at Selling from the Heart.

Over the last couple of days, I've been approached about help with device recommendations and or configurations from a few of our newbies. I love it when they come to me for help, because most of the time I'm on my own sales island and really have no one to turn to if I have questions about devices or configurations.  Thus, the reason why I post most of my questions on the these forums.  I need to hear from others that have more knowledge than me.

I've always stated over the years that we (copier salespeople) can't be experts with every device, solution and vertical market.  The Print4Pay Hotel forums allows copier salespeople and dealers to pose questions to our members. In most cases you'll get your question answered by some our elite members.

How can you become as knowledgeable as our Elite members?  Just ask questions, asking questions is your key to becoming the guru in your market place.

K, enough of that.  When trying to answer those questions from those newbies, in most cases I'll have questions of my own so I can make a recommendation.

What I'm finding out is that most newbies are not asking enough discovery questions about the client, the competition or those basic questions that allows you to make a determination of which device is right for the client.

Monthly Volume

I cringe when I ask questions like, "what is the monthly volume", and I get an answer of, "we estimated it at 20-40K annually". I'm like, WHAT?   You mean to tell me you didn't take the time to pull a meter read and ask when the device was installed?  The reply can be, "well they got the system pre-owned and they are not sure".  Ok, there's a bunch of other questions you can ask.

• What date was the device installed?
• Have you had the device serviced since then, if so when? In most cases there may be a service tech ticket inside the device. If it's there, in most cases there could be a meter read and date. Walla!
• Do you have a copy of the last service ticket that you signed when the tech serviced your device?
• Do you have a copy of the service invoice?
• How much paper do you buy per month or year?
• Do you fill the paper trays, if so how often do you fill them?
• Do you fill the paper trays to the top every time?
• Are you the only person who fills the paper tray?
• Do you keep track of the dates that you put a new toner in the device?

As you can see there are many questions that can be asked to find out what the volume of the device in question.  Geesh, asking about the volume is one  of those always ask questions.   Never, every walk away without feeling comfortable that you know their monthly or annual volume.

Competition

At times, I've also asked our newbies, "who is the vendor that they are doing business with". This is another one of those questions that need to be asked. If the customer does not know (yeah, right), then ask to see the device in question and in most cases there's a sticker from the servicing company. 

Knowing your competition is HUGE, no company is perfect and in most cases other reps in the office may know a deficiency about that vendor aka service provider.

Another key question to ask once you find out who their current service provider is to ask these questions:

• I see that you have Canon device, however what brand did you have before the Canon's?
• If the client states that they had the same brand, then you need to ask, "who was the service provider for that brand?"

In most case's if you're speaking with the "right" person, they will be able to tell you.

Why are these two questions so valuable?

They will tell you if the client is brand or dealer loyal or both (brand and dealer).

• If they have moved from brand to brand over the years, most likely they will be open to your brand.
• If they have had a different service provider each time, they will seriously entertain your service.
• If they have had the same brand for two lease cycles, they are brand loyal. Which means that you're going to have a tough road to hoe in order to get the sale.
• If they come back with the same brand and same service provider for two lease cycles, then they are brand an dealer loyal.  This will be the toughest road to hoe in order to get the order. You might want to think about not spending a lot of time with them, or get down and dirty the first and give them your best price and move on.

Ask & Ye Shall Recieve

Here's another question to ask:  What do you like about your current provider (got this from a book I read and I've been using this)? In most cases they can't think of much and it will put the thought in their head that maybe there's really not much that they like about them.

The Client

In most cases you should know this first question before you meet with them and it's also not bad idea to know what they do before you cold call them in person or on the phone.  Just last week before I did a couple of in person cold calls. Before I went in,  I sat in the car (it was raining that day) and googled the company.  Thus, before I walked in I knew what services they offered or what they sold.  It's impressive data just in case you run into the right person, but can also  help with some story telling about other accounts that you or your dealership does business with.

• How is business?
• What's the biggest pain that you have with your day to day business?
• What type of initiatives does your company have for next year?
• Why are you including us for new devices?  Especially helpful, if you received this lead from your manufacturer or someone else.  Most likely there is pain with something and you need to find that out

Now, I could go on and on with additional questions, but it's getting late and I need to close some additional opportunities before the end of the month. Ours ends this Monday. So, it's time to turn it.

What are your thoughts, do you have additional questions?  Would love to hear them.

BTW, we're having our first Wide Format Webinar on September 18th, 2017. We want to give you a sales makeover so that you're a wide format guru. If interested, you can check that out here.

-=Good Selling=

Recently I had an opportunity to speak to industry peers at the RT Imaging Summit-Americas in Cancun This article shares my thoughts of the event.

As the Summit in Cancun, Mexico got under way, my mind went to the pier across the road, right off the beach. I began thinking how far down the “pier” the imaging channel has gone over its decades-old life. Just how much longer can we walk the planks of the pier? Using this analogy, the planks are the customers of print. How many new planks, if any, will be added in the future? How many will replace those planks which the winds of change have removed and continue to remove. We find ourselves in the constant storm of technology innovation.

Those attending this second expo and summit in beautiful Cancun are all having to weather change in the print consumables industry. Some are faring better than others, judging by the comments during the vigorous panel discussions.

I was one of the speakers. As I listened to those before me, it became apparent most agree the industry we call home is in transition. However, there are conflicting timeframes for starting the changes needed for survival.

The speakers’ messages were candid as each shared how their particular area of expertise is impacting or being impacted. The most realistic members within the imaging channel do, in fact, believe print is declining, particularly in the lucrative markets of North America and Western Europe. Yet others are convinced the pier continues to expand for them. It’s this thinking in any declining industry which is most dangerous to ending the life of any organization. This thinking will kill their drive to innovate.

“The worst thing about a temporary rise in a dying business model, usually caused by those who evacuate, is the false sense of hope it gives those who hang on.”

Attendees at the summit were mostly from North and South America. The 86 exhibitors, however, came from 24 countries across the globe including Europe, the Americas, India and China. I kept hearing the visitors comment “All the important vendors are here.” To be honest, I was amazed at how many organizations are still being born for the purpose of manufacturing ink and toner cartridges. As I wandered the expo floor, the familiar theme was loud and clear: “a world without toner is not possible.” There was no despair on their faces.

All industries should be confident about their future but also take pride in assessing their relevance. Everyone knows that continued relevance is the enemy of status quo. Continuous relevance is a quest about deconstructing the past as you build the future. Most can’t do this. Which gives a head start to those who can.

The print channel has, and continues to decline: this trend will not change. No one has the power to stop the speeding train of technology advances. Customers buy outcomes, the means to achieving them will always change.

Some in the industry are replacing legacy technologies with innovative technologies. To this end many manufacturers on display at this show are not just supplying parts and components any more, but finished cartridges ready-to-go. Some of these finished products are fully remanufactured and others are new-built. Many remanufacturers have also adjusted their business model and are focusing more on selling imaging products. In this sense, this is an industry in transition.

Both suppliers and buyers have also been obsessed with lower pricing of supplies in order to gain market share. This year I noticed many on the floor shopping for quality too. But is it enough?

A hot topic in the summit and on the floor of the expo was acquisitions. On the surface this strategy seems to be a powerful way for some to disrupt the industry in order to gain market share. There are those who believe that growth through acquisition is a remarkable strategy. However, an instant increase in customers may only be temporary. During an industry decline, growth through acquisitions, without a plan to redefine your deliverable is "delusional growth."

Look at the Sears and Kmart merger in the USA for example. Here were two struggling organizations with the same dysfunctional deliverable. Neither could think, let alone operate, out of their box filled with the way it was. Both will soon find themselves on the list made up of all those companies who spent all their time thinking about how great yesterday was, and never believing tomorrow would come. What if Sears had bought a software company, or merged with a player who was bringing the future to the present. Sears thought if they had a bigger presence from the past they could miraculously make it through to the future.

Organizations who become obsessed with adding revenue by buying customers from their competitors are just positioning themselves for significant loss. Ricoh could have warned all those in the print industry about this. Growth at all cost, with no regard to cost, will cost you dearly. Ricoh had revenues of close to US$19 billion when they determined their business model was a failure and needed drastic change for their continued survival. Time will tell if they responded quickly enough.

“A company becomes obsolete when the focus on bringing the past to the future instead of bringing the future to the present.”

Many in the imaging channel think the same way as Sears and continue walking toward the end of the pier. Some will fall off, some will jump off, and some will temporarily find safety from falling off by gathering with others. We must all remember the pier is built from customers, not from what we manufacture or deliver. The pier was constructed as the means to the customers’ desired outcomes.

“No one has a crystal ball,” as one of the speakers said. However, all of us must evoke our common sense, proceed with caution as our pier shortens, and continuously look for ways to reinvent our deliverable, and no one from any industry either in decline or growth should ever forget this.

This event brought the industry together. It’s a good thing. However, if we all leave and go back to our businesses in any of the scores of countries that attended, with the intention to do business the same way as we did last year, then we have missed the point.

R.J. Stasieczko

Originally I had planned to do the webinar for August 18th at noon, and lasting for one hour.  Due to vacations, summer schedules and other conflicts we're moving the event to October 2nd, 2017 at 1PM.  Let's figure that this will take about an hour or so.

I just finished talking with John Anderson from Sissine's Office Systems, and John's on board to co-host our event.  John and I go way back and pretty much we're always kicking wide format questions and issues back and forth with each other.

If you're a Premium/VIP member, this event will be a freebie for you.  If you're not a Premium/VIP member you can register here and the cost is $39.95 for the event. You could also purchase the annual Premium/VIP membership here and you could then attend the event at no cost.

What we'll cover:

• Best practices for wide format prospecting (AEC verticals)
• Market over view for CAD style wide format devices (ink and toner based)
• Color Wide Format Scanners and Why They Are Still Important
• Speaking their language
• Sales Techniques
• How to Beat Ricoh devices
• How to Beat OCE devices
• How to Beat KIP devices
• Third Party Accessories & Solutions That Can Help You Close More Opportunities

I bet you thought all of the above were the reasons right?  Naw, just wanted to layout what we'll be covering for everyone.

1) Concentrating on selling wide format devices can be a quota buster for you.  With the average wide format selling for $15K, how many do you have to sell to hit your $45K quota?  That would be 3! 

2) Most if not all wide format accounts needs multiple devices.  Not only do they have a wide format, but they also need or have a multifunctional device for the office.  Multiple units are better than one at a time!

3) Only three key players in the market place.  Would you rather compete with nine different brands or three?

4) Wide format guru's are few and far between. Knowledge is the key to help clients with their decision making process. We can help you become the wide format guru in your market place.

5) Larger revenue orders can help you meet or exceed your quota.  When you're exceeding your quota monthly, quarterly or annually, that generally means your in bonus country!  We do love bonuses right?

Together,  John and I have more than fifty years of wide format sales behind us.  We know what works and what doesn't work, and we're willing to share our knowledge on September 18th.  Come join us.

If interested please send me an email and I'll send you an invitation.

-=Good Selling=-

I pulled up one of the old threads below "Sales Tips" and it brought me to a thread I was posting each week for about 30 weeks or so.  It's ripe with some good selling tips.  I believe these were being emailed to me at the time, thus  once it's emailed to me, I figure it's good to go to post up on the site.  Enjoy!!

Sharp MX-2700N and Toshiba 2500c now in the Virtual Monster Mayhem.

I've placed a few of the Epson Sure Color T-Series Plotters with Architects, Engineers and Construction Companies in New Jersey this year.  The models with the five cool features are the Epson Sure Color T3270, Sure Color T5270, Sure Color T7270, Sure Color 5270D & the Sure Color T7270D.

What Does the “T” Mean?

To get you more familiar with the Epson Sure Color T-Series Plotters, we can point out that the “T” means that the plotters are the technical series.  Designed for the AEC (Architect, Engineer, Construction) Markets to produce quality prints for technical drawings, renderings, and GIS Illustrative Maps.  In addition the Epson T-Series Color Plotters also do an excellent job for reproducing posters, infographics and POS (point of sales) graphics and signage.

Five Cool Features for Epson Sure Color T-Series Plotters

With the optional internal print server you can remotely manage print queues, save and reprint jobs from the control panel of the Epson Sure Color T-Series Plotters.

Mix and match ink cartridges is awesome especially for AEC companies.  This means that you can take advantage of using the high capacity MK (matt black) 700 ml cartridge and use the smaller 110 ml cartridges.  Technical drawings are mostly printed in black, the lower yield color 110 ml cartridges will reduce your consumables costs.

The Job accounting tool is a piece of software that’s included with the Epson Sure Color T-Series Plotters.  Job accounting software will enable you to calculate all job cost print data, calculates ink usage per job. In addition the software will allow for input of media costs to arrive at the total cost of prints.  Users can view the cost data from any PC on the network.

Rigid Poster Foam Board printing is available on all of the Epson Sure Color T-Series Plotters.  This is an awesome feature for AEC firms.  Renderings and artists conceptions can be printed in house on foam boards.  Thus, you’ll always have your presentations ready when you need them. You can view a video of that process here.

Multifunctional Model option (scanner, stand & hdd) can be added to these models Epson Sure Color T-Series Plotters.  The T5270, T7270, T5270D & the T7270D are transformed into functional wide format MFP that can print, copy and scan.

There are many other features that make the Epson Sure Color T-Series Plotters an option when choosing a color plotter.

Feel free to chime in with any questions or comments

-=Good Selling=-

"Referrals aren't easily given. If you don't take the time to establish credibility, you're not going to get the referral. People have to get to know you. They have to feel comfortable with who you are and what you do"

Ivan Misner

How is your digital sales rep doing? I know, what the heck are you talking about? As a sales professional think of your online presence as the digital sales representation of you. How you choose to use your digital self will have a direct effect on your sales process, your sales success and your sales career.

Allow me to set the stage... Mirror Mirror on the digital wall, who's the fairest one of all?

Your online reputation along with your online presence is your brand. Your brand is what your client's and potential clients are seeing when they look through the digital window into who you are. Therefore, your online presence precedes anything else when it comes to making a first impression for you.

If a potential client is looking at your web presence, it’s to get an idea of who you are, what you are all about and are you bringing the goods. If they are to choose between two people with equal credentials, social media and your social presence may come into play. This reminds of a recent post of mine - Why Should I Talk With You Continued... Don't Be An Empty Suit!

People won’t ever engage in a business conversation nor buy from you if they don’t even understand why they should pay attention to you.

In this fast paced, highly connected and extremely networked business environment; your online presence will make you or possibly break you. Your online presence matters:

• It's often times the first impression of you
• They (your potential client) will either find you or they will find your competitor
• Buyers are self-educators
• It's an extremely powerful customer service weapon

Monitor your online presence or someone else will, think about it

YOUR DIGITAL STORY - HOW WELL IS IT TOLD?

Why are so many B2B sales reps struggling with this online, digital sales world? Sales reps are wrestling to secure net new business at the same rate as they did before, why? Quite simple, their client and prospect conversations have become more sophisticated and a majority of sales reps haven't caught up.

Successful sales professionals can tell the right story. Unfortunately not all in sales can tell that story as no rep can tell the right story every single time. 

According to Marc Lindwall at Forrester Research, 78% of executive buyers claim salespeople don’t have relevant examples or case studies to share with them, and 77% say salespeople don’t understand their company’s issues or where they can help. If you are not tailoring your story to every different prospect you are not going to win the deal.

Questions for you all to think about...

• How many of your clients know your story?
• Those clients who know your story how willing are they to promote your story?

How are you effectively marketing yourself as a sales rep when nobody knows you exist in your marketplace?

IS YOUR DIGITAL SELF, DIGITALLY REFERRABLE?

All of this digital story telling got me thinking about how referrable are you based upon your online presence. With predictability, can your online presence and your online story inspire your clients to refer business conversations your way? For those who want expert knowledge on predictable referral selling (check out my man Mike Garrison, the referral machine). The way you build predictable referrals are based on relationships, experiences and stories.

Could your current clients refer you with confidence based upon your story as it is told within your LinkedIn profile?

Here lies my concern - How many sales reps truly give a "rip" about their online presence? How many sales reps can truly articulate their story, their value proposition and what they bring to the business table via their online presence?

In order for you as a sales rep to become digitally referrable you must give a **** about your clients (inspiration via my man Keenan and this video).

Your clients are the lifeblood to your success. No clients, no business. Think of a servant led mindset and lead with your heart to serve them and bring about a positive change. Make the commitment to yourself and spend quality time with your clients so they understand your story.

Know thyself know thy client

• You must think about your clients more than your competitors.
• You must give your clients reasons to stick around by providing an outstanding experience.
• You must focus on their success not your success.
• You must make them feel important.

Sales reps must take the time to truly get to know their clients. I encourage you all to ask these questions to each and every one of your clients...

What is the difference I have made to your business?

What value do my services, products or solutions create for you?

How do you truly know your clients and how well do they truly know you?

This question alone can become the cornerstone, the defining moment and your pathway to many great stories.

If any one of your current clients refer their friends or their network to you then what does your online presence, your LinkedIn profile have to say about you?

To all sales reps... If you don't know the value you bring to your current clients then how the heck can you go out and prospect for new business? How can you clearly start your business story? Your clients are a wealth of sales help all you need to do is ask.

As you start to nail your unique value proposition and when done correctly, this will engage the hearts and minds of your clients and future clients.

Encourage your clients to go out and spread the word for you to your target audience. What better form of a thank you than having your clients helping you to grow your business.

NO DIGITAL SURPRISES!

In today’s digital age, it’s more important than ever to pay attention to your online reputation. Your online footprint as well as your reputation play an increasingly important role in determining your professional sales success. Don’t take them for granted. Become proactive and diligently manage what’s being said about you!

Are you digitally referrable?

Remote Employees Drive Accounting Processes at Car Dealership

Home Run Auto Group implemented DocuWare to consolidate its accounting staff spread among 27 dealerships into a remote, cohesive 16-person corporate department all individually working from home. The company reduced printing and personnel costs but more importantly, gained the ability to reassign workloads based on processes, not location, resulting in increased efficiency.

Home Run Auto Group has 27 dealerships across the Midwest and other “hub” companies that provide services to their dealerships such as an ad agency, as well as several other real estate companies. Established in 1962 with one dealership, the group truly began its rapid growth in 2002 with additional dealerships being purchased almost every year to present day. , The company now has 54 different companies under the Home Run Auto Group umbrella.

Requirements

A few years ago Home Run Auto Group asked their CPA to join them as their CFO and take on the task of centralizing their car dealership’s accounting processes. The new CFO, Justin Fehrman, was excited to take on this challenge. One of his goals was to find a solution that would allow his staff to work remotely, in order to keep his best people. Relocating employees to a corporate office hours away was not a viable option. He knew he needed a solution that 1) would allow employees to efficiently work from home, 2) had customizable workflows, 3) was modular and would be easy to tweak when needed, and 4) could integrate with their dealer software, Dealertrack. After meeting with four document management vendors to learn about the benefits and tradeoffs of different solutions, DocuWare was selected.

“Dealership offices are so busy with people always coming and going. We wanted to make our employees more efficient and give them some peace and quiet to get their work done, but we didn’t want to require them to relocate and run the risk of losing them. People are our most valuable asset that we manage. So we moved them home so they could be more efficient,” said Justin Fehrman, CFO for Home Run Auto Group.

Solution

DocuWare was rolled out to the dealership and hub companies. As a first step, all the accounting personnel were pulled out of the dealerships and set up to work from home.

As accounting functions were being moved off-site, the dealership digitized many work processes at once. Office managers now scan and import documents into DocuWare where they are automatically indexed with information pulled from the dealer software, eliminating double data entry. Once the information is in DocuWare, it’s easily processed and posted in the accounting system by the remote accounting staff. Today, accounts payable invoices, repair orders and deal jackets containing up to 100 documents required for a vehicle sales such as a driver’s license scan, insurance information, credit application and title are all processed this same way. When a customer comes to pick up their vehicle after a repair, they sign the repair order which is then scanned into DocuWare so their signature is on file.

Additionally, DocuWare is being used for cash management. Home Run Auto Group requires two signatures on every check and DocuWare allows this safety feature to stay in place even with remote processing. The accounting team simply creates a check with one signature and stores it in DocuWare. The general manager prints the check and adds his signature to complete the process.

After seeing the benefits of one information archive, DocuWare was expanded to the human resources and payroll departments to securely store confidential information and streamline the payroll approval process.

Benefits

“Once we moved to a digital workflow we realized some of our processes were not very efficient. DocuWare had the flexibility we craved that allowed us to easily change our workflow and simplify tasks for our employees,” said Fehrman.

Home Run Auto Group is now able to quickly book transactions from repair work and vehicle sales in their accounting program, as well as maintain a secure record of each vehicle sold or worked on.

With DocuWare in place, the accounting department has been able to reassign tasks for more efficient processing. For example, now one employee handles the payroll for five dealerships, while another takes care of Accounts Payables for 12 dealerships, and so on.

“In the past I would have needed 27 accountants, one for each dealership. But with the efficiency we’ve gained with DocuWare we can complete our work with only 16 people. We moved some employees into positions outside accounting. During our transition, we only lost one person,” said Fehrman.

Their return on investment was quick with a personnel savings for the department of $660,000 annually and an additional savings of $260,000 a year by reducing printing costs, such as toner, paper and hardware.

On a personal note, the CFO and controller are very happy with DocuWare’s transparent nature. They can see how timely things are processed, if someone is behind and if they need to re-configure a workflow or workload.

“One of the biggest benefits for me is the added internal controls and my ability to do a mini- audit on any dealership, without driving 13 hours,” said Fehrman.

Conclusion

In conclusion, the biggest benefit DocuWare has brought Home Run Auto Group is a consolidation of their accounting processes. Being able to set up remote staff and having the ease of modifying workflows as needed has allowed them to keep their best talent. The company placed a lot of value on having the flexibility to continually improve their processes and DocuWare gives them the tools to do so.

The Tasks

• Digitize documents in order to move accounting staff offsite and improve efficiency
• Implement a solution with customizable electronic workflows
• Integrate dealer software with document management system

The Benefits

• Reduced accounting costs by increasing employee efficiency through grouping processes
• Gave management transparency and the ability to monitor workloads and perform audits
• Provided secure storage of deal jackets, repair orders and human resource files

DocuWare

I was getting ready to publish this article as the news broke Amazon was adding At-Home Tech support to their deliverable. This development is important to the future of commodity technologies and how they will be supported whether in the home or the office. As the print equipment becomes less and less expensive, and less and less service intensive. The buyers will be presented options. These new options were unimaginable a decade ago. Today defeat will come quicker to the unimaginative, and to those too “Suborned to Modify”

Imaging Channel I for one believe it’s time to change the Game and your Name.

Let’s Change the Name of the Imaging Channel to “The Innovation Channel” and let’s start innovating our customers and ourselves.

It is more important now than ever in the history of the Imaging Channel. For its members to seek out that which allows them a Future. It’s time to embrace the reality that the sweeping changes to our current circumstances have begun. The Imaging Channel must become “The Innovation Channel”. The independent dealers, and the manufactures throughout the world have built great businesses. Their customers can benefit from many things outside of print, and transitioning while there are still assets from print only makes sense.

The Innovation Channel must look in places the Imaging Channel refused, or ignored.

Today technologies involving things like: Artificial intelligence, who will be the first dealer to sell, deliver, and support IBM Watson for small business? Who will be the first dealer, or manufacturer to partner with Amazon, UberTech? (Well UberTech doesn’t exists yet) Who will be the first dealer or manufacturer to add home office support to their deliverable? Who will be the Manufacturer, or dealer that forms a partnership with Google fiber, or any ISP carrier? Can you imagine the possibilities that would bring the Imaging Channel excuse me “The Innovation Channel”? I can, from what I learned selling managed IT Services. As we all look ahead we must without hesitation use our imaginations. For all those who need help awaking their Imagination just give me a call.

Here are my thoughts on what is as I see it, and what could be as we enter the second half of 2017.

Last year in Boston HP, promised they would disrupt the 55 Billion dollar Industry, Today Konica Minolta gets “IT” and is reinventing their deliverable, Ricoh disrupted or as some say “destroyed themselves” Toshiba is running from their parent, Sharp is at the mercy of Foxconn, Kyocera is ringing the bell as they grow in market share, but the market isn’t growing. Canon after dating HP for years is wondering why HP married Samsung, Lexmark lost in court and now lives in China. Xerox introduced more models than people buy. So yes the Print Copy Channel is changing.

Ricoh their recent big news was to return control of their distribution back to dealers (a desperate decision, or a strategy). Is Ricoh just shredding legacy sales and service liabilities while they consider alternatives to both delivery and service? Would Ricoh ever by-pass the Imaging Channel if Innovation afforded them the opportunity? Of course they would.

Kyocera seems to be gaining momentum, of course, they are just replacing the Dealers customer base as dealers turn to them - while they unravel old manufacturer relationships and begin new ones. I don’t think I need to say this, but I will. “The industry of print and copy is not growing it is just shifting to those who can perform the functions of selling, delivering, and servicing at the lowest cost.”

Toshiba is struggling under the massive weight of bad decisions by their parents, declining print markets, and depending on the outcome of their parents’ financial crisis they could easily become a victim of market consolidation. Maybe Toshiba will be the first Manufacturer to sell to an organization outside the world of Print. After all if E-Commerce Software companies are buying Grocery chains, and movie studios, and Car manufactures are flying rocket ships isn’t anything possible. Yes it is for those who can imagine what can be from what is.

Sharp’s Printer/copier division accounts for less than two percent of Foxconn’s total revenue. Foxconn’s plans for Sharp Print/Copy could change quickly, as Foxconn’s priorities to its core businesses take more precedent than temporarily propping up a division with-in a subsidiary which represents a declining market space. Foxconn may see more value in an exit strategy from print rather than a growth strategy in the way Samsung did.      

Konica Ok I admit to everyone I like Konica here’s why. They are the only print manufacturer who can imagine themselves void of print, they understand that in declining markets you can buy your competitors, but only if you continue looking for substitutions to replace what will become irrelevant. Rick Taylor, Konica Minolta’s CEO is the one Leader with-in the print channels direct operations who can give a speech and never mention print. I believe Rick understands Konica’s continuous success will not be about delivering the past to the future, it will be a result of bringing the future to the present, and doing it while everyone else stays lost in the glory of what was. Just this week we all heard the news of Konica Minolta acquiring U.S. Based Ambry Genetics in a Billion dollar deal. I don’t know of any Print Clicks in Genetics. It will be interesting to watch as Konica continues looking where most of its competition is not.

‘When you stop looking for absolutes is when you discover the excitement of the unknown.”

HP’s CEO Dion Weisler last year in Boston was excited to talk about the HP vision. A vision which would shake up a decade's old sales-and-support model, which believe it or not many are still in denial of the vulnerability of this decades old business model. Some members of the Imaging Channel believe growth through acquisition will be what allows them to prosper in a dying industry, however, without a change to your deliverable you're only buying more of what’s dying. I call this “The Sears Kmart Syndrome”, two dying deliverables becoming one who eventually without reinvention just dies bigger. The distribution model of direct sales or via dealer sales is mature. The only change will be how distribution changes. These changes will be caused by both manufacturers and dealers exiting the industry through acquisitions or liquidations. A new approach to Printer/Copier Sales, their Delivery, and Support - most definitely will arrive, and in the minds of some imaginative people and organizations they already have arrived.  

 “Industries do not grow during their decline in consumer acceptance; they merely shift from one actor to another until the market has choked out all but a few temporary survivors.”   

As HP announced its intentions to acquire Samsung, the industry began immediately to discuss how HP would fail. How HP would never gain traction distributing through the dealers of imaging channel. You could hear the echoes of the phrase, “remember the Moper.” HP’s failed attempt at delivering an MFP during the early 90’s, and yes I did sell one. 

HP is a different company than it was before the split. Today HP is once again the printer company who intends to disrupt the marketplace entirely, and they are easily the best poised to accomplish exactly that. Of course if the Dealers and other manufactures disrupt their deliverable and transition while they still have the resources it won’t matter to their business if HP wins the race to the bottom. Some should be congratulated on beginning their transitions, so if your organization can visualize more than print sales and their services congratulations. For those who can't visualize this, you should immediately drive to an abandon Blockbuster stores parking lot, and reflect on the causes of a “Stubbornness to modify.”

Over the last decade plus Managed Print Services took its toll on HP’s aftermarket supply business. HP was being challenged, and this challenge was reflected in their financials. The razor-and-blade model stops providing benefits when the consumer uses someone else’s blades. Those who found success in managed print services understood it was never about the hardware; it was about controlling and capitalizing the service, and the supply annuity. The successes in MPS were a result of disrupting HP’s dominance. Competitive manufacturers and their dealers had the serviceability advantage over HP. HP wasn’t a service-support model it was a Razor-and-Blade model. If HP had the vision twenty years ago to lower their supply cost and built a service network, they would have more than likely stopped the momentum of their competitors print management programs, and there would have been no reason for the birth of the many toner remanufacturers. Today as the Managed Print Service deliverable continuous being commoditized along with the decline in print itself we are witnessing much consolidation in aftermarket companies as well.

The big question will HP learn from the past? And can they comprehend delivering their blades at a price the end-user can accept? Or will the Lexmark Apex relationship allow Lexmark the ability to provide OEM Supplies at remanufactured prices,(think about that for a second) This strategy is much easier to except when the end-users volumes are decreasing, rather than increasing like they were the 1980’s and 90’s. Whoever intends on being the biggest last one standing will have to change their thinking it’s not 1990 anymore. We are quickly approaching the reality that the race to be the top print equipment provider, can only be won by winning the race to the bottom price.     

So today we are fifteen years or so from the birth of managed print. The imaging channel is going through consolidation. Some manufacturers who distribute both directly and through dealers are bleeding profits in their attempt to continue without change.

 ‘When you stop looking for absolutes is when you discover the excitement of the unknown.”

HP, when discussing one's vision of the future, imagination is required. So let’s imagine how HP can accomplish Dion Weisler disruption. Imagine Xerox as a tool for HP’s distribution. Yes if HP bought a controlling interest in Xerox they would ultimately disrupt, and change the decades-old status quo of the Imaging Channel. Since both Xerox, and HP split from their services business units, this acquisition strategy is feasible it only takes fifty one percent to get control, and HP has the resources. Think of the synergies, here’s a couple: Both HP and Xerox live in the big annuity revenue world of enterprise print shops. Xerox with their Docutech, I- Gens, and HP with their Indigo. Both HP and Xerox will continue developing and perfecting this vertical market. Together they would be a force for disruption. Xerox would also gain access to the HP Computer and IT peripheral portfolio. This would allow Xerox a broader Managed IT Services Deliverable. The combined total revenue of the two organizations would most definitely make them the highest line on the revenue graphs the industry likes to monitor. Of course we don’t see too many Profit charts I guess everyone knows why.  

Global Imaging, HP needs distribution through the Imaging Channel Global Imaging footprint gives them what they seek. Of course, they would also be getting the thousands of agents and Xerox dealers across the world. So I guess before anyone counts out HP they should just use their imagination, and everyone in the Imaging Channel should always refrain from saying this “That will never happen” especially without exploring how it could happen. If HP took control of Xerox, HP would DISRUPT AND COMPLETELY CHANGE the Imaging Channel, forever!  and not in the way its unprepared members would appreciate.

So I agree with Dion Weisler, HP can completely disrupt a decade's old deliverable its Dealers, and the remaining Manufacturers, along with all those who support the legacy model. Leasing Companies, Software Companies, and Supply Companies. Many things would change, and everyone should be ready. Disruption is caused when imaginations and fortitude collide. Oh and HP isn't the only one that wants to disrupt the Imaging Channel. Who are the others? well use your imagination.

In closing: “Without the ability to understand how we could be defeated we are at the mercy of those who plan and execute our defeat.”

R.J. Stasieczko   

Do you ever wonder why, during a dying industry, or the collapse of a deliverable many continue selling themselves on their relevancy while their evacuating customers define them as irrelevant?

Think about this. Innovative organizations understand the importance in selling relevant products, while dying organizations stay obsessed with selling the relevancy of their soon obsolete products’.

Look at Sears, just one of the many brick and mortar retail organizations which continue the delusion of their relevance over the reality of their impending death. Look at the Copy/Print industry as they continue believing more on the value of printed pages than that of their customers, or examine the Cable industry as they continue living in denial of the power of Facebook, Amazon, Google, or Netflix, their competitors who are rapidly replacing them with a better experience. We could add many to the list. No one wants to admit they are becoming irrelevant, or discuss how they could be defeated? Well, that is unless they are innovative, and appreciate the power of customer experiences over customer relationships. Relationship obsession must balance with understanding the relevance of what feeds the relationship. Many customers had a great relationship with Blockbuster they left for the better experience of Netflix. Don’t fool yourself into the monetary value of a business relationship.   

“You can be the vendor with the greatest relationships and lose to the unknown vendor who delivers a better experience.”

Those who remain relevant. Understand there are no sacred parts, people, or processes to their business, and they are willing to replace anything needed to stay relevant. Truly innovative companies understand how to eliminate what was to create what it should be. Truly innovative companies understand the dysfunction of a stubbornness to modify.

“In the distance between the business plan and the business failure is where you find Stubbornness to modify.”

A sure sign your industry is threatened by innovation is when it’s thought leaders spend most of their time discussing why they are relevant. As an example, the Cable industry leaders justifying declining numbers by acquiring competitors then ignoring the massive unplugging, or the Print industry believing growth through acquisition means the industry’s growing and ignoring the evaporation of print volumes, or the reductions in the manufacturing of print devices.

Who are they fooling? Are they lying to themselves? How many articles on the demise of Sears, which always include a sentence or two of hope? Does anyone believe that Sears will make it? They waited too long, had too many managers in too short of time. They should have brought in an innovative leader.  Disrupted Industries can't manage their way out of obsolesces they must be led out of it. The only change at Sears is the date of their bankruptcy. I am sure soon we will read an article saying average store revenue is up 50 % over last year. Of course, they would have closed 80% of their stores. It’s only when Leaders of declining industries can destroy what made them relevant yesterday that they then can create the new. They do this by leaving behind the baggage of the way it was as they take the train to the way it will be.

In today’s Business climate it’s the constant birth of something new where the reward of survival is determined.  

So if your industry is becoming irrelevant and its leaders are hoping they retire before the customers leave them, be concerned. If your industry consultants are more concerned about telling their customers what they want to hear, instead of the truth, be concerned, or if your industry leaders brag about growth through acquisition rather than customer acceptance, be concerned. It takes a group of determined collaborators fearless of change to win against the death associated with the way it was. Challenge yourself to look for and listen to opposing views apply common sense, and create the needed change. Stop the survival game and begin the thriving game.

Most importantly remember this.

“A Company becomes obsolete when they focus on bringing the past to the future instead of bringing the future to the present.”

R.J. Stasieczko  

Nothing Brings About Success Like Walking Through The Right Doors

For those close to me, who know me real well know I have no problem asking for help. Asking for help is not a sign of weakness. It is an opportunity to expand your horizons. I am absolutely floored and amazed the amount of people I know who simply fail to ask people for help.

I have personally made it my mission to inspire, instruct and impart nex gen sales methodologies inside the office technology space, better known as the copier channel.

In a previous post, Sales Transformation... The Key To Success As A Copier Sales RepI speak to how copier sales reps must transform themselves. They must take it upon themselves to innovative inside a very laggard channel, the copier channel.

EVOLVE OR FACE THE CONSUQUENCES - IT IS UP TO YOU!

During this past 18 months I have been blessed. In life, plain old **** happens! The spring of 2015, I found myself in a position where **** happened. We all face challenging times in life. We can either let it consume us and fade into a downward life spiral or we can use it as a launching pad to reinvent, reinvigorate and reignite passion; a passion to challenge ones mindset and skill set to start something new. A special shout out to my very good friend who started his journey at the same time Scott MacGregor, at SomethingNew.

I have had the fortunate experience of meeting many amazing people throughout my lifetime. A special thank you to my close friend and business partner Darrell Amy. Hands down one of the most genuine, authentic and caring individuals I know. His belief in me and more importantly his ability to push me out of my comfort zone, I am forever grateful!

THE LAUNCH OF SOMETHING NEW

Evolve or perish! Two words being thrown at sales reps all over the world. Evolve to me means trying something new, adapting, adopting and constantly being on the look out to improve everything about what you do.

With the support of Darrel Amy, my business baby was born! The Social Sales Academy as we are fully committed to helping sales teams integrate social selling aspects into the sales process to ignite and fuel net-new business. We want you to get results. We’re passionate about doing this the right way.

The Social Sales Academy was launched based upon the success I had as a copier sales rep in the Los Angeles marketplace (one of the most competitive in the United States) integrating all aspects of social into my sales process.

THE MOMENT, THE CONVERSATION, THE TIMES HOW THEY DID CHANGE

During this past 18 months I have been blessed. I have had the fortunate experience in meeting astonishing people all over the United States, the United Kingdom as well as Australia as I shared my story; providing help to sales teams as they build their digital sales presence.

Of all the people I have met, the one who stands out the most, the one who hands-down impacted my life is none other than Keenan. I was drawn to and connected with Keenanafter reading his book Not Taught the winter of 2015. His personality and how he delivers his message closely aligns with me, my style and who I am.

Keenan has been my inspiration, my mentor (yes he does give a ****) and once I met him my sounding board. I am here to tell you all, if you want to experience success in any capacity, you owe it to yourself to find great mentors; listen and learn from them.

THE CONVERSATION - WHAT CLICKED!

I never have a problem asking for help. I reached out to Keenan and asked to speak with him. We shared a few personal stories and he blessed me for spending my entire career inside the copier channel. Keenan took notice of the few blogs I had written and asked me one simple question, "Who is your target market?" Quite a simple answer, "The copier channel". Those who know Keenan, know he blogged every day for years as he told his story.

"So there you go" Keenan mentioned. He directed my focus to blogging directly to the copier channel.

Keenan lit the fire inside of me as I took our conversation as a personal challenge. Keenan stressed to me one word, consistency. If I wanted to make a difference inside the copier channel then you must consistently blog, educate, ignite and inspire the channel to take action. Become a "change creator" Keenan so eloquently said to me.

He gave me the moral support and the gentle nudge I needed to make blogging habitual. As 2017 comes to a midpoint, I have written well over 100 blogs and I owe it all to Keenan.

One day I get a direct message inside Twitter from Keenan, "What is your address, I would like to send you a personalized copy of my book." Inside it reads, "Keep up the good work. I see the changes already. Boom!"

Keenan didn't have to do any of this for me but he did. This is why I am forever grateful to Keenan. Our paths crossed for a reason because of something Keenan talks about frequently... You must give a ****. Plain and simple, you must give a ****. He cared enough that when I asked for some help he imparted some knowledge bombs on me.

Blogging, inspiring with insights and the impact Keenan has had on me has helped me successfully maneuver inside the copier channel all over the world. It has afforded me the opportunity to speak at various industry events all over the United States and Australia while coaching dealerships of all sizes throughout the world.

MY CAREER HAS CHANGED BECAUSE OF THE CONVERSATION

To say social doesn't work is an understatement. You see, social does work. There is a **** ton of noise out there confusing us all as to what is the "right way" to do social. I made social my own. I stayed true to myself! My authenticity, my genuine nature, my speaking from the heart, my "telling it like it is attitude" has gotten me to where I am today.

Keenan, you are the man in my opinion. I am forever grateful for the conversation 18 months ago. I love the fact you stay true to yourself and your beliefs. We have similar thoughts in that we give without expecting anything in return.

I admire what you do as you have become a one man wrecking crew, as with myself; in our quest to improve the lives of salespeople all over the world.

Our conversation and you challenging me has led to speaking engagements all over the world. I have been on #timtalks with Tim Hughes, been given shout outs by Lee Bartlett (No.1 Best Seller), Tony Hughes, Graham Hawkins, Bernadette McClelland, Jack Kosakowski, Barbara Giamanco, Chris Spurvey; podcasts with Noah Goldman and Donnie Tuttle (sorry if I left others out).

VALIDATION - HARD WORK DOES PAY OFF

I love what I do plain and simple. I deliver my message, my coaching and my training by staying true to myself. I am not going to sell out and will not please everybody. My goal and commitment is to change the life of one sales rep day by day.

June 25th 2017 this was posted...

The Daily Sales, operated by Daniel Disney Their content reaches millions of sales professionals across the globe every single month!! With over 100,000 followers they are one of the largest networks of sales professionals online. Through polls held on The Daily Sales social media pages to their audience of over 120,000 and along with quality of content shared (books, blogs, podcasts, videos, posts) compiled was the ultimate list of the top 50 sales experts & influencers of 2017. This isn't a list based on random social scores or how much someone is posting on social media, it's based on who YOU follow and who YOU believe deserve to be on this list. 

Check out who is number 42...

MY STORY, MY WAY, THE WAY I KNOW HOW

I share this with you all for one reason and one reason only - you all have the ability to change your lives. It is believing in yourself, staying to yourself and not allowing the voices of others take you down.

We all have stories to tell. We all have a voice and the message needs to be told our way, your way; your unique way as you help to change the lives of those around you.

I know you have it in you. If a 52 year old can reinvent and repackage himself then I trust you can do it. Trust me it will change your life!

I hope this inspires you to take action. You owe it yourself and your family!