That is my explanation of the Push-Economy becoming the Pull-Economy.” RJS

How will customer relationships change? Here’s my thinking.

In the product pushing sales environment of the past, the customer was sought after, courted and the seller of the product based their customer acceptance on the relationship they created with the buyer. In a Pull-Economy the buyer becomes the hunter the buyer forms relationships based on their experience in acquiring what they desire. A Pull-Economy removes the power from the seller and gives it to the buyer. The Pull-Economy redirects the search from sellers searching prospects, to sellers becoming prospects to buyers. Today choices are easily identified, researched, and acquired so, the need for the pushing of products through outdated selling strategies or marketing strategies of the past is diminishing greatly. The challenge will be for resellers to determine how they respond at the intersection when their products become more of a commodity or are no longer near as valuable to the marketplace as they once were. In today’s innovative world many organizations and industries will find themselves at this intersection. 

Here are a few quotes I penned as warnings to how one’s greatest perceived or actual customer relationship assets can prove to be inconsequential as your customer discovers the new innovator who changed the game.

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

 “You can be the vendor who answers the phone in two rings and lose to the new unknown competitor who doesn’t even accept phone calls.”

“You can have been recognized as the markets greatest service provider and lose to the new innovator who redefines how your product is serviced.”

“Today It’s not the competitor we know and believe we can beat that should concern us. We must be vigilant to look to our imagination for the new competitor coming from places which were once unimaginable.”

The passion organizations have of their greatness must be balanced with the reality of how the marketplace accepts the greatness of what they sell. Think about how many organizations believe that the reason for their success is their great relationships. In 2018 this could be a dangerous strategy for the continuation of their prosperity especially if their deliverable is declining in customer needs and appreciation. In these new innovative times, the patience customers used have in remaining in the old way based on great relationships is quickly eroding.“The new way’s momentum is fueled by the old way’s stubbornness.”

Today’s customer wants relevance, and more importantly, they now can seek and define on their own what they determine is relevant. Customers have the tools and the means to seek alternatives to what they once desired with little or no human intervention. Customers are building digital relationships based user experiences, and from their, they determine the value of the human component. Those organizations who can integrate with their customers over interrupting them will prevail. Today it’s not just sales and service organizations who have the availability of data mining to guide a decision processes more and more end-users are preceding their vendors in their own data mining. They are searching for solutions without involving their current vendors and forming new relationships from what they've discovered. 

When organizations or industries are going through disruption, many spend more focus on what I call “Relevance Convincing” They convince themselves and their industry peers that what they manufacture or deliver still has the relevance it once had regardless what the marketplace decided. Instead of investing in diversification or even re-inventing the how of what they do, they instead re-invest, and some even double down in the hallucinations of their past greatness. The pioneer or innovator re-invents the past or brings the future to the present. Innovators bring a new delivery system for the customers desired outcomes. SMB resellers must leave the emotional baggage of yesterday’s marketing strategies behind them. Those outdated strategies which attempt to make relevant what customers themselves have decided is irrelevant or is quickly declining in its relevance.         

As yesterday’s products become more user-friendly and require less and less human intervention, the relationships will continue shifting. Organizations who have lived and benefited by the decades-old Pull-Economy must reinvent their methods of courting customers in the new Pull-Economy. One thing will never change regardless of any economy, and that is this; your “Marketing must come second to your Remarkability and always remember your remarkability is at the mercy of its receiver.”

“Your marketing is about you cheering you; your remarkability is about your customers cheering you.”

R.J. Stasieczko

It's everywhere! Sales bullpens filled with sales reps complaining about lack of leads, crappy comp plans, too much paperwork, losing deals based on price; you name it they find something to bitch about. One could say it’s a completely natural part of the sales culture and comes with the territory.

Granted, some of the griping may be legitimate, but you'll never hear sales professionals complain as they are laser focused on finding solutions to help achieve their client's initiatives. I get it, venting makes sales reps feel better though it rarely helps their sales numbers.

WHO'S WORSE ON THE COMPLAINING SCALE?

Who do you think ranks hire on the complaining, whining and moaning scale; a sales rep or a Jewish grandmother? I should know as I have witnessed both in action.

Jews have a long, proud and stereotypically history of whining and complaining (aka, "kvetching"). It's wrapped up in their DNA. They enjoy complaining about all sorts of things, whether it's Hypochondria, having to go to work, having to come home from work, paying too much for something, paying too little for something and then worrying it's not good, friends' bad habits, Jewish mothers thinking they aren't good enough, or the worst, mothers themselves thinking their children aren't good enough (oh lord can I attest to this one).

Sales reps chitter chatter, their moaning, groaning and bitching is no different. "Why does Bob always get special treatment?", "Can't get anyone to return my calls", "Our prices are too high", "Our competitors are killing us", "We don't get enough support", "No one is returning my calls".

MAH-JONGG, MY GRANDMA AND COMPLAINING

Listening to sales reps moan, gripe and bitch reminds me of my younger days and the summers I spent in New York City with my grandparents. The only thing worse than listening to sales reps complain was experiencing my grandma and three old Jewish ladies playing mah-jongg as they complained about all of their ailments or better yet, talking smack about family members.

For those not of Jewish faith and wondering, "Where is Larry going with this?" allow me to humor you with a little twist from an old Jewish comedian Marty Allen.

The Italian grandma says, I'm tired and thirsty. I must have wine.

The Scottish grandma says, I'm tired and thirsty. I must have Scotch.

The Russian grandma says, I'm tired and thirsty. I must have vodka.

The Jewish grandma says, I'm tired and thirsty. I must have diabetes.

What would a sales rep say?

YIDDISH WORDS THAT REMIND ME OF SALES REPS

My grandma would always tell me...

"Quit your kvetching and get over it"

TUCHES - Get off of your lazy butt and start prospecting! What are you waiting for? This is part of your job, now get to work!

SHMATTE - You come to work wearing business attire but your online appearance looks like you're wearing Shmatte or ragged clothes. Pay attention to how you dress online as you never know who may be window shopping for a new sales rep.

BUPKES - When you can't refresh your client base and you haven't prospected in months or in some cases years - You've put virtually no effort into developing new business, guess what? You are left with bupkes at the end of the month... nothing, zip, zero, zilch, not even a matzah ball!

SHPILKES - Walking into a new meeting with a C-level executive without being prepared and they notice you have shpilkes... nerves! Oh, would l love to be a fly on that wall!

SHMENDRIK - Seasoned, tenured sales reps with massive inflated egos who haven't prospected for months, OOOPPPS I meant years are Shmendrik's, fools! I would love to see the expression on their ego inflated faces as they are asked to articulate the value proposition they use for prospecting.

Bonus Time - One last Yiddish word for all sales reps, a true classic...

SPIEL - When you meet with a new prospect they don't want to hear your spiel... Your long winded sales presentation around how great you are, how great your company is and all the promises I know you'll break. Make it about them! Show them how much you know and care about helping them.

Schlemiel! Schlimazel! Oy Vey!

ADVICE TO ALL SALES REPS FROM MY GRANDFATHER (Zayde)

My grandfather was a self-educated man. He dropped out of school early to help support his family. He stressed to me you must have "Chutzpah" in order to succeed out in the real world.

He went on to say... "Each time you face your fears, you make a deposit into your chutzpah account." The battles in life whether won or lost produce more chutzpah.

Passed down from my Zayde to all those in sales... Chutzpah seasoned with charm translates as enthusiasm. Charm strengthened by chutzpah reminds your clients and prospects you have a respectable, professional purpose. Loaded with both, you can win and sell with confidence. Quite frankly, who wouldn’t want that combination?

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!

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.

You can find more advanced training material inside the Social Sales Academy website.

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.

I'm proud and excited about starting my thirty-eight year in down the street aka SMB copier sales.  Needless to say, the start of 2018 has not been terrific in fact I'm probably off to one of my worst starts ever.

I guess I could call it the perfect storm.  Right after Christmas I took two weeks to recharge the batteries and get ready for 2018.  It's a great time of the year just to stay at home, kick back and enjoy relaxing.  Nothing to do and no where to go can be a great salvation.  But that was not the case, I contracted some type of Jersey cold/bug that knocked my ass out for the two weeks of vacation and another entire week.  It was about four weeks before I felt better.   

I don't care how good of a sales person you are, four weeks out of action is going to hurt.  

One thing that I've learned in sales is that you always need to be prospecting.  Now one is going to prospect for you and you can't count on leads suddenly appearing out of thin air.  Always remembering that winners make things happen and losers wait for things to happen.

During the last two weeks I've been able to re-build a pretty decent pipeline. If you've been in copier sales for a period of time you'll have experienced "the deep freeze".  That's when your pipeline continues to fill, you have plenty of meetings, and more opportunities that you can shake a stick at.  But you can't close a deal or get those deals to move forward. It's not that the clients are buying from some else it's more like every deal is stuck in a time warp.  However, you still continue to add additional opportunities each week.  

I've been in these cycles before, they suck! But there's not much work you can do but keep stepping up to the plate and take your swings.  Sooner or later the cup of opportunities will runneth over and you'll be writing plenty of orders. Geesh, I'm hoping that going to be next week, because I've only got two weeks left in my month .

We all go through slumps, some minor some major, and some you have no control over. It's our job to continue to work hard, work smart and never stop prospecting.  Thus, if you're ever in a slump, what I can tell you is that slump will end, can't tell you when, but what I can tell you is "the harder you work the luckier you will get".  

Have you experienced a sales slump, if so would love to hear about it and how you came out of it. Hit up the reply and tell us!

-=Good Selling=-

In your territory, I bet you can count on one hand how many female competitive sales reps or service techs that you are aware of.

As males usually first cold calling on female first contacts or interacting steadily with females over the course of a five year copier lease, in these current days of the widespread Twitter #MeToo female discussion about violence against women, do we need to be extra careful in how we address women is a sales/ service situation?

I generally try and not engage in anything that I think might be provocative but is it OK to introduce little compliments into a conversation to help develop empathy with the customer?

Often a competitive sales rep will try and convince a copier purchaser to switch product based upon how much money we can save you.

The sales rep presents convincing Total cost of ownership analysis.

The only problem being that sometimes the customers's current costs are totally made up by the sales rep.

The sales rep is counting on, in some companies, that it might be too much work for the purchaser to verify their true current costs. 

As a preamble, we knew that the potential customer probably got way over charged on their current Sharp copier lease.  The staff has being saying to three of our sales people over the last five years that they did not want to talk about copiers.

The telephone conversation started with in a slow measured voice " I am not interested in talking about copiers"

The sales person responded, " This is what I do for a living, I think I can save your business a lot of money and I have two small dogs to feed.  Can I get 5 minutes of your time"

The women on the other end of the line was disarmed and said OK (maybe she was a dog lover).  The sales person has a current quote replacing a black copier with a color copier and can decrease the potential customer's costs by approx $150.00 per month.

Yesterday I posted Top Ten Copier Proposals for January 2018. I don't have much time tonight, however please click that link and you'll read why I think seeing competitive proposals is key for keeping up with the latest pricing for hardware and cost per page maintenance agreements.

Toshiba 5540ct unlimited color and black pages proposal 2017

Ricoh MP C4504SPex 5 device Proposal December 2017

Ricoh CW 2200 Wide Format Proposal

MP_C2504ex_december 2017

Samsung X4250 Copier Proposal 2017

KonicaMinolta Bizhub C258 Copier Proposal

Canon iR2525 Copier Proposal

MP_C2004ex_December Copier Proposal

KonicaMinolta BizHub C308 Copier Proposal

Canon iR5540 + iR1730iF Copier Proposal

In addition to the pricing, the structure of the proposal is just as important as the pricing.  I've seen some proposals that I thought "WOW, that's a killer format". Thus I copied that format for my own quotes. Like I said you just never know what nuggets you can find.

To view these quotes you'll need a Premium/VIP membership.  We're running a special right now and we have four Premium/VIP membership left for $99.  Our regular price is $119 annual cost.  The special for $99 is for a Lifetime Premium/VIP membership. We only have four left, so first come first serve. Send me an email if you're interested apost@p4photel.com

-=Good Selling=-

In this series of articles, we will cover a number of topics around security

1.    What is really going on?

2.    Why is this happening?

3.    Who are they?

4.    What are the different types of threats?

5.    What can you do about it?

Part 2 - Why is this happening and why is the security discussion different now?

In the second part of the series, in this article, we cover the key 6 reasons this happening and why you should be looking at security differently.

1. Availability of Hacking Software - “There's an app for that”

One of the biggest differences is that readily available amounts of cheap malicious code and apps that were unattainable or unaffordable in years gone by.

As an example for even as little as $7, cybercriminals can get their hands on the Russian password-stealing tool that steals information from web browsers. https://www-forbes-com.cdn.amp...-bottom-pricing/amp/

Shodan is the world's first search engine for Internet-connected devices. https://www.shodan.io/explore/tag/printer

2. It is now much easier to train as a hacker - “there's a class for that”

As an example, Cybercriminals can take a class on stealing credit cards http://money.cnn.com/2017/07/1...l-shadows/index.html

And worth a mention, that for the White Hat Hacker (Good Guys) there is a CompTIA security cert https://amp.thehackernews.com/...online-training.html

3. HAAS - You do it for me

If you don’t want to wait or do learn you easily hire a hacker, yes, that’s right, as part of Everything as a Service, you can now pretty much get literally everything and so Haas Hacking as a service is a thing now.

As an example for $8 you can get Crypting services to hide malware http://uk.businessinsider.com/...-account-access-90-5

$5 for DDoS-as-service (distributed denial of service) designed to overwhelm a server/website or another network resource through sheer volume of messages, connections, or packets to causes it to grind to a halt or crash thereby denying services to legitimate users.

 DDoS as service prices are also tumbling. Hemant Jain, vice president of engineering for security company Fortinet, said that he has found providers who are selling an hour of DDoS for $5, a 24-hour day of it for $40 and a week for $260. http://www.cutimes.com/2013/05...for-hire-on-the-rise

For $7 anyone can spread malware and cause serious damage http://news.softpedia.com/news...ernight-517013.shtml

Ransomware will encrypt your file until you pay a ransom

There are more powerful hacking tools to use, like scrapers, browsers and

Phishing-as-a-Service (PhaaS) platform that offers low cost, "automated solution for the beginner scammers," allowing them to trick people into handing over their credentials. http://thehackernews.com/2017/...-as-service.html?m=1

4. The rewards can be huge

Rewards - Through May 2017, organizations have awarded hackers over $17 million in bounties on HackerOne, and over $7 million awarded in 2016 alone. o  https://www.hackerone.com/site...ecurity%20Report.pdf

Even something published the below example of phishing as a joke but were surprised by the high number gullible responses.Here is a more honest example https://haveibeenpwned.com/About

Black Market values

• A complete medical record – $1,000 more if used for bribery or to sell on to insurance companies.
• Credit card details :-

· $5 to $30 in the US per person in the US,

· $20 to $35 in the UK

· $20 to $40 in Canada

· $21 to $40 in Australia

· $25 to $45 in the European Union

• Driver’s license - $20
• Netflix password - $3.05
• Spotify passwords - $2.80
• Email addresses - $2.29
• Bank login credentials :-

· for a $2,200 balance bank account: $190

· from $500 for a $6,000 account balance, to $1,200 for a $20,000 account balance

· from $700 for a $10,000 account balance, to $900 for a $16,000 account balance

• Login credentials for online payment services such as PayPal: between $20 and $50 for account balances from $400 to $1,000; between $200 and $300 for balances from $5,000 to $8,000
•  Login credentials to hotel loyalty programs and online auction accounts: $20 to $1,400
• Login credentials for online premium content services such as Netflix: as little as $0.55

http://www.thisismoney.co.uk/m...it-card-details.html

White hat hackers who help companies through bounty programs can also make money by finding flaws and flagging them to the companies involved, who encourage the white hat hackers by paying bounties.

 5. The number of devices out there

According to Gartner, in 2020, 25 Billion Connected "Things" Will Be in Use (up from 4.9 Billion in 2015)

There are more connected devices out there for you to connect to, IOT, fridges, ovens, Segways, even seagoing ship.

It's also scary what can be done with these connected devices now that it possible to blend the cyber and physical worlds with hacking with cyberweapons like the Stuxnet virus that attacked Iran's Natanz nuclear facility by causing centrifuges to spin out of control. http://www.businessinsider.com...thought-2013-11?IR=T

If you were not sure what I meant about a seagoing ship, this is a 2017 tweet from a hacker.

x0rz @x0rz Duuuuuude, default creds everywhere. I'm connected to a ship as admin right now. Hacking ships is easy pic.twitter.com/UmLPIveTa 10:31 AM - 18 Jul 2017

502 Retweets 755 likes

And this article shows https://thenextweb-com.cdn.amp...-hackable-now/?amp=1

A bathroom IOT tap that has been hacked

6. Not enough people to battle the new hacking onslaught

At best the number of dedicated security personnel remains steady while the numbers of attacks increases year on year www.cisco.com/go/acr2017

A Cisco study indicates that there’s a global shortage of more than a million IT security pros, and the gap is slated to rise to as much as 1.5 million by 2019. Consequently, many organizations are faced with vacancies in critical security posts, which lead to greater vulnerabilities and higher risks of data breaches.

To end with a quote, "you better start swimmin’ or you’ll sink like a stone. For the times they are a-changin’" Bob Dylan. It's time to take security seriously.

Daniel Taylor

https://www.linkedin.com/in/danieltaylor/

Proposals and quotes for end users. 

Our Print4Pay Hotel members contribute proposals and quotes that they've found in the field.  Many of you might say, "why do I need to see these"?  There are many reasons why viewing these proposals and quotes can be a treasure trove of information.

For starters the cost per page for black and color is always moving. Why didn't you get that last order? Was your maintenance and supply price to high?  Were you too low? Often clients take a back seat when your price is too low and opt in for a higher pricing because the believe they will have better support.

It's good to know to know as much as you can about your competition, in addition to knowing the T & C's on their contracts. It's also important to see how the competition is pricing their proposals and quotes.  Enjoy!

Recent Canon Bid Pricing for 2017

bizhub C3351 Konica Minolta Proposal

Ricoh MP5002 and Ricoh SP5210SF Proposal

Ricoh Quote 2017 MP_C3504ex

Ricoh MP W6700SP Pricing Proposal

Xerox 7835 Color Copier Conestoga Proposal

MP_C2504ex_proposal

Ricoh W7140en Wide Format Proposal

Sharp MX4100N End user pricing

Recent Konica Minolta Bid Pricing 2017

In addition to the pricing, the structure of the proposal is just as important as the pricing.  I've seen some proposals that I thought "WOW, that's a killer format". Thus I copied that format for my own quotes. Like I said you just never know what nuggets you can find.

To view these quotes you'll need a Premium/VIP membership.  We're running a special right now and we have four Premium/VIP membership left for $99.  Our regular price is $119 annual cost.  The special for $99 is for a Lifetime Premium/VIP membership. We only have four left, so first come first serve. Send me an email if you're interested apost@p4photel.com

-=Good Selling=-

The Hall of Fame head coach Bill Parcells, when asked if his mediocre team were a bunch of 'winners or losers,' he responded by saying...

"You are what your record says you are"

Bill Parcells

Translated to the sales world...

If it looks like a sales rep, acts like a sales rep, and speaks like a sales rep, then it probably is a sales rep.

Quite frankly, quit hiding behind your business cards while dressing yourself up with fancy shmancy titles such as; Consultant, Customer Relations Manager, Senior Account Executive.

A picture speaks a thousand words...

Mirror mirror on the wall, what do sales reps LinkedIn profiles reveal about them all?

YOU GET ONE DIGITAL FIRST IMPRESSION

Whether you like it or not, your digital presence is out there and people can find your sales ridden footprints.

Unless you’ve been living in some remote Amazon rain forest for the last 20 years, the stark reality is we have all moved into the digital age. We have accepted the fact the internet and 'Googling' is a way of life.

Information now travels at lightning speed, network connections are made every day and first impressions are formed without your knowledge.

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

Think of your digital presence and how this impacts...

• New sales opportunities
• Having the C-Suite door opened
• Creating unique differentiation
• Opening up new conversations
• Prospecting

What are you going to do about it? How are you going to fix it? Time to make adjustments to your plan. Do you even have a plan? If not, then invest the time to develop one. This article may help you... Develop a business plan containing a purpose, plan and goals.

When that 'A,' number one, targeted account, the one you have been trying to get with for years lands on your LinkedIn profile, their opinion about you will be made within seconds. Whether you believe it or not, if you fail to make a good digital impression, game over. Like it or not this is the world you must learn how to operate in.

I don't care how great of a sales rep you are! It is not about you!

Ditch the big fat ego! After all, there are plenty of well qualified, subject matter experts that your clients and prospects can connect with, I call these sales professionals!

WHY YOU ARE WHAT YOUR LINKEDIN PROFILE SAYS YOU ARE

In the 2014 State of B2B Procurement study from the Acquity Group, 94% of B2B buyers research online for purchase decisions. This should be a wakeup call to all sales reps. Pay serious attention to the fact that research starts well before they speak with you. A visit to a website, a simple Google search; alas, how much business are you potentially missing out on because your LinkedIn profile positions you as nothing more than a sales rep?

Take a serious look at your LinkedIn profile... Pretend you’re a potential client and ask yourself...

Would I buy from myself based upon what I currently see on my LinkedIn profile? What makes me any different than all the other sales reps?

YOUR HEADLINE SCREAMS SALES REP

Sales reps are enamored with their titles. How many C-level business executives are chomping at the bit right now to meet with you based upon your title?

The opening act to your professional story and your LinkedIn headline screams, "Hello all, I am a sales rep." Albeit, you are a sales rep but what makes you any different than all the others?

Done well, your LinkedIn headline can be used to promote your brand statement, your expertise and your all-around problem solving skills. The value you provide must be conveyed through this message.

WHAT YOUR SUMMARY SCREAMS ABOUT YOU

Hey, look over here, look how great I am. With a quick 10 second glance, Mr. or Mrs. C-level executive spots your summary... BAM!

"Top-producing Sales Leader with extensive experience driving strategic sales planning & execution, enterprise account management, and business development. To date, I have been recognized with 13 President’s Clubs Awards, 4 Regional Top Sales Awards, and multiple Leadership Awards."

"A visionary with dynamic strategic analytical skills to improve sales. Pragmatic, persuasive, and a creative ability to solve unique business problems. Known for developing and maintaining internal relationships resulting in effective resolution of challenges and enhanced customer satisfaction."

What on earth is all of this crap? Who gives a rip outside of you?

What value are you bringing to the businesses you work with? How are you addressing the challenges businesses face in today's marketplace? What problems do you solve?

You must differentiate yourself from the wolf pack and get the right people engaged with you. Provide them a sense of confidence in your abilities as you share your unique promise of value.

YOUR EXPERIENCE SCREAMS ALL ABOUT MY COMPANY

Sales reps will copy and paste bullet points from their resumes into the experience section. Better yet, I have worked at this company from this date to this date. How original!

Here is some ingenious creativity at its finest...

"When you work with us, you work with a team of business solutions specialists who take pride in their work and reputation. Our Senior Management team has an average of 20 years of industry experience. Our tremendous growth and success is attributed to the shared goal of every team member to take care of the customer, first and foremost. It is our straightforward and honest approach to simplifying document workflows that has earned us national awards for service, support and customer retention."

Big freaking deal! Who cares?

Think of removing doubt and eliminating risk for your potential new client. What do you do for your clients? Why does it matter to them? Why does it work so well?

What value are you providing to your clients?

GET THE LITTLE THINGS RIGHT

From generating new conversations, opening up new business opportunities or from a brand development point of view, how much traffic can you afford to lose because of the way you look?

We all know how much prospecting you're really doing! You're not fooling anyone, well maybe yourself!

Gaining trust and loyalty within your network, your clients and your prospects is the goal of sales rep. You may not like the fact that you are being judged by what they find or don't find online about you. This is reality and you must be willing to accept it.

Your online strategy drives your digital first impression. Your digital first impression is hopefully one that can secure you a meeting with a prospect or get more familiar with a current client.

In the real world you rarely get a second chance to make a good impression. In the online world all it takes is a simple mouse click and you're gone, vanished from their mind and squashed of opportunity.

Now, I ask you all to look back at your LinkedIn profile and think of Bill Parcells then recite to yourself...

I am what my LinkedIn profile says I am - A Sales Rep

What are you going to do about it?

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!

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.

You can find more advanced training material inside the Social Sales Academy website.

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.