Earlier today I had a call from another rep that works with me. He was pretty upset that a client was able to find the same MP 3555SP for sale on the web for $300 or so dollars under his sales cost.  What even bothered him more was that the reseller was not an Authorized reseller for Ricoh, nor Canon.  

Which leads me to who is this web company buying the new  MP 3555SP from? That web company (non authorized reseller) is buying the MP 3555SP from an Authorized Dealer. Most if not all dealer agreements with manufacturers have a paragraph that strictly forbids the Authorized Dealer to resell copiers to a Non-Authorized Dealer.

The term that we used back in the eighties for this practice was "skating" machines. It's a channel process that has been going on for decades in our industry.  It's one of those naughty little secrets of our industry. No one wants to talk about it, because almost everyone's pay check is tied to how many boxes are sold.

Manufacturer Reps

Let's take a look at the role of the manufacturers rep. The manufacturers rep interacts (sells) with the local dealer principal(s).  I would hope that most don't have this issue or most don't know that the practice of skating copiers is taking place with one of their dealers.  But, what if they do know that the dealer is skating copiers?  Would they risk cancelling that dealer and then lose all of that business?  Dealer reps have quotas also. That's a really hard decision that affects the pocket and the family.  Would it be so bold to think that some may turn a blind eye to this practice?

Authorized Dealers

Almost every Authorized Dealership has a quota from their manufacturer.  Usually that's a annual revenue amount. If you hit that annual revenue amount, there may or may not be back end discounts, dealer trips or cash back.  

Authorized Dealers that have these non-authorized resellers in their Authorized Territory (usually a defined geographic area) are taking placements, revenue and profit away from the Authorized Dealer. Most Authorized Dealers are running a legit business with legit overhead. 

Authorized Dealers Who Skate Copiers

I understand that every Authorized Dealer wants to maintain or exceed their quota. In some cases, the higher the dealer quota, represents lower copier pricing from the manufacturer. When a dealer obtains that annual quota many of the manufacturers offer exclusive dealer trips. In addition there may or may not be back end dealer cash incentives.  All of these perks can make a dealer think twice about skating copiers to another re-seller that is not authorized by the manufacturer.  If a dealer can generate another two hundred thousand dollars with skating copiers, it helps them obtain their quotas. In addition it keeps those back end rebates (profit).

Dealer Sales Reps

I'd like to refer to dealer sales reps more like waiters and waitresses. We can't live on the salary that's provided to us and the commissions with selling  is what feeds and supports our families.  We have a cost that is marked up (MU) from the dealer. It's not a large MU, and then most sales reps get a percentage of the gross profit when the copier is sold higher than the MU.

A recent quote for a MP3555SP delivered and installed was about $6,000.  Which is considerably under MSRP.  I have no problem with people who want to do their research on a product.  Even those looking for the best price, because I know you can't get the best price and the best service.  However there are those that will search pricing just to make sure they are getting an OK price. We all do it.

Thus, what our rep called about was that a prospect did a google search for that device and hit a price of $4,149 for the same unit. That's almost a two thousand dollar difference.  What's the prospects first thought?  Wow, this dealer is ripping me off.  We'll we're not, but the perception is there that the price found on the web should somewhat be an average price.

Sales reps then need to try and educate the prospect on what they are seeing on the web. Which is a non-authorized reseller, which has no service or support department.  Where is service and support coming from, will it be coming from a fly by night technician, a non authorized technician. What happens where there is a real technical issue with the copier and client can't engage with the manufacturer. Some will see the light and most won't. The rep is then forced to either walk away and make nothing or take a lower price with lower commissions.

Clients

Ah, the ones that get duped the most.  That low, low price is too good to be true.  I've heard stories of that they non authorized reseller will tell the buyer/client that the copier they want does not come with an automatic document feeder, when it fact the document feeder is a standard feature. That reseller then charges and additional $1,000 for the document feeder.

Pricing does not include installation, network installation, training, removal of existing device, nor service, or supplies.

Who will perform that installation? A fly by night tech, a non-authorized tech, a non authorized dealer. What happens is there is a real issue with new copier, where is the support going to come from.  Many issues that will result in a higher cost and a feeling that the client/buyer was duped which leads to a bad rap about the manufacturer.

Manufacturers

Two years ago, I made a call to my manufacturers reps about two web sites that were offering their copiers at prices that were below dealer cost. I followed up a few times and finally gave up because I saw that the issue was going no where.  The manufacturers want to move boxes also, but at what cost?  Lately many manufacturers are touting "we love our dealers". That's something I want to believe, however why not try putting your foot down and stomp out those that are not authorized?

There's a very simple solution to this problem.  Have someone from the manufacturer buy a copier from the non authorized reseller. It could be done in stealth mode with a credit card and ship to a warehouse.  When the copier arrives the manufacturer can then use that serial number to find out what dealer acquired that copier from them.  Max, it's maybe a three thousand dollar investment, is that too much to pay to help your dealers stay profitable?

On the other hand what happens if the serial number kicks back to a very large dealer?  Will the manufacturer revoke that dealer agreement for the skating of copiers to non authorized resellers? Especially when that dealer is generating millions of dollars in annual revenue?

Every One Loses Except.....

for the non-authorized reseller that is buying the copiers from the Authorized Dealer!

Isn't it about time that we took a stand and have the manufacturers cull the herd?

-=Good Selling=-

Custom Home Builder Strengthens IT Infrastructure and Employee Mobility with DocuWare Cloud

On Point Custom Homes implemented DocuWare Cloud to secure their data and speed invoice approvals. The results: a mobile ready, flexible, and secure system that keeps the work moving forward regardless of job location and scheduling challenges

On Point Custom Homes is locally and nationally known as one of Houston’s top builders, receiving numerous awards including Texas Custom Builder of the year for 2017. With its focus on quality construction tailored to each client, the builder completes on average 20 homes a year ranging from design-build custom homes, to remodels and spec homes. On Point strives to get to know their clients and works to meld their needs, wants and budget into a beautiful home that provides a unique reflection of the owners.

Prior to implementing DocuWare Cloud, On Point experienced a server and backup drive crash losing all their accounting documents in their electronic workflow software.  After the crash, On Point reverted to a paper-based system for a few months while looking for a better solution. 

Requirements

The builder knew they wanted to implement a cloud solution to strengthen their data retention and secure information. They also wanted a solution that was mobile ready and would allow employees to approve invoices remotely while waiting for a subcontractor to arrive at a job site.

Solution

On Point had narrowed its search to three vendors and in the end, chose to implement DocuWare Cloud because of its data security, flexibility and mobile-readiness. After indexing and workflow needs were designed and tested, the implementation was done remotely which is one of the many benefits a cloud solution provides.

“After our server crashed and we lost all the data in our old system, we went back to 1982 for a few months with me handing the project managers folders of invoices. Another reason we chose a cloud solution was because we knew it would be quick to get up and running and I was tired of living with piles of paper,” said Carmen Spruill, Office Manager for On Point Custom Homes.

Spruill continued, “We had great communication and lots of testing while our solution was being configured. This made the rollout very smooth. We had no hiccups, and when I did need some help, responses were quick.”

Invoices arrive by mail, email and the occasional one is hand-written and dropped at the office. With DocuWare Cloud in place, invoices and other supporting documentation are easily scanned or imported and indexed with the vendor name, invoice #, amount, project and QuickBooks code.  Electronic stamps are used to route an invoice through the approval process.

Benefits

In the construction industry, project managers spend much of their time at a job site coordinating with subcontractors, ensuring building supplies are delivered and keeping the build on schedule. However, the project manager is also responsible to keep an eye on the financial side of each build so reviewing and approving invoices in a timely manner is business critical. When On Point deployed DocuWare Cloud, it had a huge impact on the company as they were able to quickly move invoices through their process and provide their clients with an up-to-date cost breakdown for their home at any given time.  On Point works hard to make sure their clients get the home they want at a price they can afford. Furthermore, with mobile access, the builder eliminated a 30 to 60 minute drive back to the office, allowing employees to better prioritize their time.

“I have one project manager that likes to do all his paperwork from home, late at night.  DocuWare helps him enjoy dinners with his family and can keep the work moving forward once the kids are tucked in for the night,” said Spruill.

On Point loves the transparency of the solution, knowing at a glance where each invoice is in the approval process and knowing that every document is accounted for and not lost in the shuffle. DocuWare Cloud makes it easy to settle payment disputes and resolve invoice questions, because the staff has instant access to electronic notations the project managers make on each invoice.

Conclusion

Working with DocuWare Cloud gives On Point security for the future and freedom from maintaining their own servers, as well as peace of mind that comes from knowing their information is safe from server crashes as well as natural disasters. The solution essentially put in place a disaster recovery plan that had been missing from their IT landscape. On Point continues to build their business along with beautiful homes for their customers.

“The cloud solution was exactly what we were looking for. Knowing everything on the back end is taken care of, allows us to focus on our clients,” said Company President, Earl Correll.

DocuWare Corporation | 4 Crotty Lane, Suite 200 | New Windsor, NY 12553        (888) 565-5907 | www.docuware.com

There's a tremendous amount of data that you can consume from a brochure. Sure, the brochure will give the specs, the data and a nice glossy photo.  You'll get to read about the speed of the device, all of the awesome technology that's packed into the IQ Flex color wide format scanner. That's all useful data when you have the conversation with the decision maker and or the IT person.

What the brochure won't tell you is what type of accounts may have the need for the IQ Flex wide format color flatbed scanner.  I thought I'd put together a few verticals that would have the need for the Contex IQ Flex color scanner.

Colleges & Universities:  With a quick web search I was able to find five Colleges and Universities that offer services for wide format scanning services on the first page of Google.   Old maps, and posters and frail legacy documents were mention on multiple sites and multiple times. Most of those old legacy documents can't be placed through a conventional wide format scanner because the paper feed roller could tear original legacy documents. Below are a few of the departments that were listed as having wide format scanners.

• Science 
• Humanities
• Print Room
• Engineering
• Art
• Library
• Facilities

Print4Pay:  Especially, any print4pay that offers black line and color wide format printing and copying.  A shop that I know of has a few artists in the area that want their paintings scanned, in addition to others that want to scan oversized objects. You can sell this as an additional profit center for the Print4Pay client that does not have a flatbed scanner.  Also don't over look any repro facilities that just print wide format documents.

Municipalities, Cities, County, State:  We don't think about them much, but many of the larger Municipalities have the need for a flatbed color scanner.  Maps, surveys, renderings, and many legacy documents will not feed in a conventional wide format scanner.

Libraries:  Larger libraries most those that are located in larger cities and in most cases just the main branch.

Seeding accounts with the Contex IQ Flex scanner will enable you to get in the door and then grow your business with replacing many of the old wide format scanners that are still in the field. 

Maybe take a day and don't cold call for copiers and do some cold calls for flatbed wide format color scanners.  It's different, it's unique and offers a different talk track from your peers. 

If you're looking for an Authorized reseller, my recommendation is National Azon (they are a sponsor of this site). Tell them you saw them here.

You can get more info on the Contex IQ Flex here.

-=Good Selling=-

During the transformation of a business or industry, it’s important to understand both the cost of inaction and the cost to respond. Many organizations plan their path forward they determine a budget, put together a proforma, assign the team and move forward enthusiastically.

Going from where you are to where you need to be is not a journey for the indecisive. Today the greatest test of any leader is how they respond to innovation’s threat. Disruptive innovators using the marvels of technology are and continue to change the things we thought to be unchangeable, or at least we hoped the current circumstances of our comfort would last forever.

As leaders plan the construction of what will be, they must also plan the destruction of what was. During this process, not only do you need a complete understanding of the cost associated with the progress towards what will be new. They must also comprehend the cost associated with any temporary stalling in the what is along the way. In this transition process, leaders will have many opportunities to prove their determination to create and deliver a new order of things. As the leader recognizes opportunities for improvement, they must remember that their greatest responsibility is to the business.

Most will attest a business is a living breathing entity which provides, nourishment, and security to those it employs. When the business comes second to a human, it threats the remaining humans who rely on its stability and wherewithal to provide. There is no greater threat to businesses than indecisive or insecure leadership. You can recognize them when their comfort of complacency supersedes their comfort in leading a new way forward when a new way forward is demanded by either innovation or market conditions.

So, as the organization is moving along the road to a re-invention, restructure, or simply the continuous modification required of all businesses. They must have along with them not only the proforma outlining rewards of what’s to come. They must also analyze and understand the cost and burden of any temporary stubbornness that stalls them along the way.

“Perceived stability is the greatest threat to a company’s willingness to cause Innovation.”

Think about a service industry or business where there is a “Serviceability Transition” A transition were service needs are diminishing through increases in the product’s reliability thereby disrupting the legacy service model. The disruption is that the new product only requires one service interaction to the old products four or five service interactions.

This type of disruption is not uncommon. Think about the Television, think about the everyday appliances used in homes, think about the automobile industry. Now think about your industry. I assure you I am thinking about mine.

“We have become a society of replacing it, over fixing it, this trend continues to affect products once thought would always need repairing.”

The facts are that all products which require a service deliverable will consistently improve to reduce service interaction, and today that improvement is moving faster than ever. The demands of end-users who desire “Service Free Experiences” are growing at record speeds. In the past products were made to break and be fixed. The aftermarket revenue from replacing parts and servicing the product was equal to the revenue from selling the product. However, in most cases, the profit was always greater on the service deliverable. 

“Today Product end-users care more about never needing service than they do about how good your service is.”

As service models modify, the two key components needing the proverbial under the microscope management are Parts and People, or Labor. Parts are easy just realign your inventories. If ever a reason to ensure that there is never more than 6-8 weeks of parts usage in a service providers inventory it’s during a declining market where equipment is rapidly improving, have a strategy to eliminate back stock which matches the strategy to move from the legacy service intensive equipment to the new innovative equipment. Don’t be the last T.V. repairman who had thousands of dollars and a five year supply of tubes in stock the day Televisions stopped using tubes. 

Now comes the hard part, The People. The hardest job of any leader is the responsibility of the people. When workforce corrections are needed and not responded to the consequences can be devastating it jeopardizes the life of the organization. Even with the knowledge and understanding that personnel corrections are needed the pain associated with implementation is troubling. After all, humans are supposed to have compassion, and thankfully most do. However, I must repeat my earlier thoughts “The health of the company is every leader’s greatest responsibility.” Leaders who prepare for transitions must include the human capital implications in their roadmap. In other words, don’t hire more sailors when you know you are replacing your boat with a train. Planning a different future must include a plan for the people as much as the plan for the product. During transitions, the unprepared will try fitting people into positions, and those prepared will have people in positions they fit.

During good times and bad how one prepares for the constant modifications needed in today’s business world will define them. Many organizations will face opportunities which will challenge everything they thought was sacred. When leaders understand the cost impact of indecisiveness, they will respond appropriately that’s what leaders do. In this innovative world, as we elect or are forced to transition along with our proforma describing what we strive. We must also put together a detailed description of what the cost will be if we stall progress with in-action. In-action is an unnecessary cost and will overwhelm the good intentions of what we know must be done.

“In business, good intentions must be balanced with the reality of the importance of profit.”

R.J. Stasieczko  

I know what you're thinking... Adjectives, personal brand and sales reps. What the heck...

My entire career in B2B sales spans from the late 1980's to the present. I have heard many colorful adjectives used to describe sales reps and most of them are not good. I said to myself, "How can I turn this into a teaching moment?"

Adjectives can be used in a positive or negative manner to describe 'YOU.' Adjectives such as... Ambitious, Energetic, Empathetic and Talented or on the opposite spectrum... Abrasive, Abrupt, Annoying and Tacky.

What adjectives would your client's use to describe you?

Interesting question isn't it? Understand that you have a brand but it's up to you what you do with it!

Understanding how to brand yourself begins with self-reflection and becoming brutally honest with how well do you know you.

Your personal brand is not a tagline or something you take for granted. It's a combination of your interests, beliefs, aspirations, values, talents and skills, along with countless personal characteristics. 

And it simply comes down to one word your... PROMISE. It is the 'Pinky Swear' you have with your clients and what you have developed with your prospects.

As you pledge allegiance to your clients and prospects think about your promises and your brand.

Uncovering your personal brand and how you use in marketing yourself is mission critical. Personal branding is not a theater act or a show you put on for your prospects or clients. Your personal brand is YOU to the very core. The qualities and characteristics which comprise your personal brand are unmistakable.

I encourage you to do the following...

Ask members of your family, your current clients and your closest friends; How they would describe you using one word at a time? Listen closely and key in on the adjectives and words they use.

How you use your brand to open up rich and meaningful conversations will be your fuel to sales success.

It is imperative and necessary, you must continually grow your business! To quote a very dear friend of mine Bernadette McClelland in her book, "The Art of Commercial Conversation"

"People know when you are faking it. People buy people. If you're not for real, they won't buy you. People want the real deal and the human element."

How hard are you working to build the real you? Your clients and future clients deserve the real deal not a theater act.

My challenge... I ask you to set aside quality time, look into the mirror and do some self-reflection...

Now answer this question... What does your personal brand say about you at this very moment?

5 ADJECTIVES TO DEVOUR FOR BREAKFAST EVERY DAY

Understanding who you are is your launching pad to opening up new conversations with your prospects and clients. How you communicate your unique promise of value is what separates you from your competition.

The time is now! Your personal brand is mission critical. In a matter of seconds, with a quick Google search, BAM! Someone has the ability to form an opinion of you whether you believe it or not.

So take responsibility for who are and add these 5 adjectives to your breakfast meal daily.

• Authentic
• Real
• Consistent
• Personable
• Helpful

AUTHENTIC

Just be a normal human being. I learned the best way to become a great sales professional is lead with the heart and actually give a rip. Give a rip about yourself, your clients, your prospects and your career.

As you lead with the heart you can start to relate and connect more naturally with prospects and clients. Consider leading with the heart and become a servant led sales rep. As you approach sales with heart, you care about your clients, their needs, wants and desires. Roll up your sleeves and dig deep into who they are as people and how you can help them become successful.

What value do YOU bring to your clients and prospects as a person? Not as a sales rep.

My podcast Selling from the Heart podcast is a great resource to help you on your journey to sales professionalism.

REAL

Be truly genuine, not a fake. People know when you're being yourself, your genuine YOU. Prospects and more important your clients are far more likely to respond favorably, coming back to you repeatedly when they see you as the real deal or even a friend -- instead of just you as a sales rep. Ditch the sales B.S. they can all smell it a mile away.

CONSISTENT

In sales, we tend to over complicate the process. We fail to do the little things on a consistent basis.

If you fail to do the little things correctly then how can you do the big things correctly?

Instead of focusing on doing just one or two things exceptionally, everyone becomes obsessed with doing everything perfectly. The result is frustration and lackluster sales performance. The key to success is to identify one or two small things you can do well and do them consistently very single day. Think about this when it comes to prospecting and taking care of your clients.

PERSONABLE

In sales, you must learn how to get along with, enjoy meeting with and speaking with a wide variety of people. You know the old saying, “People do business with people they know, like and trust,” therefore be a people person and let your personality shine through. Help to uncover business problems and challenges, solve them, promote your value and just be yourself. No one likes dealing with a fake sales rep pretending to be somebody they obviously are not.

HELPFUL

If you are truly being yourself, instead of being 'all about me', you are then portrayed as a unique individual, in the minds of your prospect and client, who wants to HELP; not a sales shark looking for another commission check wreaking with commission breath.

“Offer to help without expecting anything in return as this will come back tenfold.”

 Be prepared to answer...

• How authentic am I?
• How real am I being?
• How consistent is my message?
• How personable am I?
• Am I being helpful to my clients and prospects?

YOU GET ONE SHOT

Your brand is everything in the business world today. I encourage you to take your online and offline presence seriously. You get one shot to make a great first impression. Observe and pay attention to the people who have large followings and influence for the right reasons.

Be Real, Be Relevant and Relate

As you sit down for breakfast, sprinkle these 5 adjectives over your eggs or add them to your cereal. Reflect on your brand and how you are portraying yourself through your clients and prospects business lens.

"There are two stories that are important to tell. One story is your story and the benefit and value you can offer to others. The second story is the perception of your value through the eyes of your buyer and existing customers. Most sellers only story is the first story" Bernadette McClelland

As you're building your personal brand, I will leave you with this one last question...

"What is the perception of your value through the eyes of your buyer and existing clients?"

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.

Enjoy these threads from 15 years ago this week.

Konica Minolta Corportaion

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What a year!  Ricoh sells most of their SMB accounts to dealers (not including education, legal and production) and proves that they are dedicated to their dealers.

Toshiba might has probably staved off from selling the kitchen sink with the sale of their chip unit to a consortium that is led by Bain Capital.

Epson delivers two color A3 ink MFP's with speeds of 75 & 100 pages per minute.  Proving that disruption of our coveted A3 toner based is well underway.

Last years Top Ten MFP Copier Industry Predictions for 2017, had some prognostications come to fruition.  However, most of the predictions did not pan out, because many of them are intended to be entertaining or a "what might happen scenario".  I enjoy writing these and please keep in mind that these predictions are intended to be more entertaining than factual.  But, you never know what tomorrow will bring.

1.  With recent Canon dealers crying foul about Canon Direct low balling Canon Dealer accounts. I'm going out on a limb and predicting Canon will soon follow Ricoh US with the sale of SMB accounts to their dealers.

2. Color Wide Format is here with a vengeance, and I'm not referring to the CAD ink wide format systems.  We're talking industrial color ink wide format systems from the likes of EFI, Mimaki, and Oki to name a few.  Dealers are still in need of additional revenue streams and Industrial Color Wide Format consumables are huge!

3. With the recent KonicaMinolta acquisition of Muratec America. KonicaMinolta offers their C71cf label press which comes with a hefty price tag.  A recent GAP Intelligence blog stated that the label business only has a digitization rate of four percent. The addition of Muratec America label presses will provide dealers access to this lucrative market.  I expect 2018 to be a huge year for KonicaMinolta & Muratec America in the Label Industry.

4. Look for the Mega Dealers to now turn their acquisition attention to cyber security companies.  Current forecasts project cyber security to top $221 Billion US  by 2022. 

5. Consolidation in a mature market will continue. Merger is the name of the game, and it could come from the likes of Ricoh, Canon, Kyocera or KonicaMinolta.  Konica and Minolta merged many years ago, and maybe it's time for another merger.

6. Toshiba emerges from ashes of financial ruin, sells off Toshiba Tec to Okidata and continues it's focus in mini-nuclear reactors.  

7. In an effort to continue "moving boxes" and a fear of FOMO, one of the major copier companies will start offer their devices through Amazon.

8.  One of the Big Four Copier Manufacturers (Canon, KonicaMinolta, Xerox or Ricoh)  will cease to offer black/monochrome MFP's for the office.  Color is the name of the game!

9. HP will cut many Samsung Dealers and those that they don't cut will part ways with HP on their own.  

10.  Keywords for 2018; Cyber Security, AI, Blockchain, FOMO (Fear of Missing out)

There it is, my predictions for 2018!  Remember to have fun with this, maybe even think up a few of your own and post them in the reply section.

-=Good Selling=-

This Blog is the top blog on the old site has more than 15,000 page views!!  ENJOY!!

Demo, what the heck is that?  In other posts I've mentioned that demo's were the way we used to sell copy machines many years ago. 

I'm here to tell you that offering a demonstration still works.  Whether it's at your office or there's, who can't resist getting seeing or trying it before they buy it!

The OLD Days

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Well, the day has finally come when what we thought was impossible is now not only possible it’s reality. It seems that things which challenge the concept of normalcy sooner or later prove that normalcy is never defined instead it’s only interpreted.

Interpretation is the translation of those whom we collaborate. Today how and who we collaborate with will prove to be instrumental in our success. We can no longer seek only those who think like us in hopes for some improvement. We must instead seek to collaborate with those who can help define our reinvention keeping us constantly relevant. Collaborating in the 21st century cannot strictly be about looking for what absolutes we can discover from commonalities. Today’s collaborations must also include seeking and defining the unknown.

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

Recently at an airport terminal’s restaurant, I found myself within ears distance of a conversation between some executives from the retail food industry. As these executives talked, you could hear both passion and complacency. One could relate the conversation to many industry leaders. A conversation regarding the threaten tenure of what is.

A passionate member of the group was describing a need for change based on the facts of the marketplace, facts about the changes to their ex-customers desires. Then there was the insecure executive who subconscious you could hear the pleading for things to remain as they are while his conscious voice articulated what could only be described as wishful thinking. The other members at the lunch meeting would have no conviction of their own instead went back and forth with their agreements. I stopped counting the times I heard “no one would do that,” or “that is impossible.” Personally, regarding the phrase “No one” I believe, “No one is usually someone you refused to look for.” The passionate character was persistent in her attempt to break through the sound barrier of complacency her fellow collaborators had constructed.

“The shield of complacency is the armor used by those insecure of their place in the future.”

Why do so many leaders make the companies fight for survival, a survival about them? Everyone knows it should be about the customer or lack of them, not the insecure who can’t imagine their place in a new order of things. As I listened, I could hear the stubbornness to maintain completely overwhelm the eagerness to explore. Most of the executives have pre-determined what their customers want along with the experience they desire and they base this pre-determination exclusively on the what and how they currently deliver to market. They are convincing themselves that facts about perceptions outweigh reality.

 “We cloud our thinking of what’s possible when sameness fills the atmosphere around us.”

When organizations or industries arguments for complacency are based only on their past relevance, and past experiences they miss the opportunity to explore and learn how their comfort of currently could ultimately be undermined. Today with ever growing speed, the deliverables of many industries are being reinvented or destroyed. Making way for what the past interpenetrated as impossible a reality. Let’s open the door of the sameness chamber step out and seek what will be the new normal, let’s be the translators of the future we can only do this when we leave our terminal of complacency and enter the world of opportunity.

R.J. Stasieczko        

I'm elated that the Print4Pay Hotel can now offer data going back to 2003!  Can you believe it 15 years of press releases, posts from members, answers from members. There is no other copier industry site that can offer this!  Enjoy these threads from 15 years ago this week!

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"Coffee is for Closers"

What a legendary line from the iconic sales movie Glengarry Glen Ross. Closing is indeed part of the sales process, however; allow me to introduce you to a new sales mantra...

"Content is for Closers"

Think of all the collateral material you share with prospects and clients throughout the sales process. Each stage of the process demands educated conversations and a supply of relevant information. In this ultra-connected, instant gratification, immediate quest to search out information business climate; integrating the notions of content and collateral becomes a natural approach that drives your value.

How are you aligning yourself with your clients and prospects during their buying journey?

Google and the internet has forever changed the sales process, the sales funnel and the buyer's journey. In an article, "How Content Completes The Sales Cycle" we are introduced to engagement. Engagement, as in how you keep your prospects and clients interested, educated, and committed to a lasting relationship with you and your brand.

Brent Adamson, the Principal Executive Advisor at CEB in his fantastic key note speech, Digital Evolution of the B2B Customer Buying Journey, gave us these three takeaways in sales...

• Sales reps must maximize every interaction with prospects and clients
• Sales reps must have a strong digital strategy
• Sales reps must make sure they have educational content for all stages of the buyer's journey

The sales evolution is a response to the rapid enhancement of technology, buyer needs and buyer empowerment. We already know prospects consume and educate themselves with content, social data and position themselves far into their buying journey before ever connecting with a sales rep.

As more and more people (prospects and clients) become involved in the buying process and the buying journey, it can become a long and winding business road.

Sales reps must arm their prospects and clients with the right content at the right time, to help them make the best possible buying decision. Content used correctly boosts your brand, their trust and your reputation, allowing you to become an educational source for your clients. Ultimately, this will elevate your position with your clients to the point where they become brand evangelists.

Content leads to conversations, conversations lead to meetings, meetings become one step closer to a sale

No conversations No Sales!

CONTENT FACILITATES CONVERSATION

You must position yourself with the right tools to have conversations with your clients and prospects throughout each stage of their buying journey. Content is one tool to enable these conversations. Content attracts and draws in prospects. Content educates prospects and may potentially help them solve a particular problem which in turn may steer them to a buying decision. Delivering valuable and educational content positions you as a relevant and valuable source. Your prospects crave sales reps who can “have intelligent conversations and deliver effective valuable messages.”

Sales reps must learn how to feed their prospects cravings with content and conversations

According the Brevet Group, "Only 13% of buyers believe sales reps can understand their needs." Sales reps must understand the importance of truly connecting with their buyers. You must make the effort to conduct research, learn something about them and understand their world. Start to humanize yourself inside their world as this provides a foundation around trust and credibility.

As you review this sales funnel, think about how content can help facilitate, nurture and pull your client or prospect along their buying journey.

3 STAGES SALES REPS CAN LEVERAGE CONTENT

According to a study conducting by Pardot, "76% of buyers prefer different content at each stage of their research process."

STAGE 1 - TOP OF THE SALES FUNNEL

Here, sales reps are driving awareness and positioning themselves as credible resources. This could be...

• "How to" blog articles
• Infographics
• Content from credible resources, thought leaders or subject matter experts

STAGE 2 - MIDDLE OF THE FUNNEL

This is where sales reps connect with prospects through sharing information. This could be...

•  Case studies
• Long form blog articles
• Relevant industry news
• Your own book

 STAGE 3 - BOTTOM OF THE FUNNEL

This is where sales reps engage 1-1 with prospects. This could be...

•  Long form blog posts
• Customer testimonials
• Peer recommendations
• Visual media

HANG OUT WHERE YOUR BUYERS HANG OUT

B2B buyers are spending more time conducting research before they make their purchasing decisions. Successful sales reps create great opportunities to connect with buyers. To become more relevant 'upping the game', I encourage sales reps to adopt and integrate social selling inside your current sales strategy. Business times are different and call for a multi-pronged approach by sales reps to align with today's modern buyer.

You must serve up all the information you can to your potential clients. You need to get out there and proactively market yourselves online. Create or curate content which is insightful, relevant, engaging and educational so your prospects are excited to consume it (i.e. read, watch and listen to it). This is how you attract the traffic, convert this traffic into leads (conversations), and then close the leads turning them into raving fans.

To my sales friends...

No Visibility, No Value,

No Relationships, No Revenue!

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.