MFP Copier Blog

Technology and automation are not only helping today’s sales reps gain momentum in their marketplace, they are also changing the way sales reps sell their services. Selling successfully in today’s digital world takes a new mindset and skill set.

Inside a vast majority of sales departments there is a generational change happening. Many tenured, well-seasoned sales reps are now watching tech savvy young sales reps gunning for them as they take their business to the next level. Regardless of how long you as a sales rep have been doing what you are doing, you all must quickly figure out the best ways to sell your services in this technology-driven world. 

Right now, what fences separate and prevent you from providing more value to your clients?

Online technologies, social platforms and modern work practices have changed the sales process. The days of wining and dining clients and prospects, leaving them with brochures, pens and logo-covered notepads is over. They expect so much more from you.

It should not come as a surprise, many of today’s decision makers are younger and more educated than their predecessors. What the younger generation may lack in operational experience they more than make up for it with their understanding of the power of technology and how this can be used inside the buying process.

THE WAY WE DO BUSINESS HAS SHIFTED

We can thank the internet and Google as they have forever altered customer behavior and how they gather information. In the past, gathering information about anything required an enormous amount of time, energy and resources. Talking to sales reps was the ideal way to learn about products, features, benefits, learn about the market, and to see how everything worked.

This is longer the case. With Google, Twitter, Instagram and LinkedIn, or every other social platform we use to connect, we have an unlimited access to just about any topic.

This means the buyer is more informed than ever before and this is hitting sales team hard. The reality is the buyer is now dictating the sales process as evident inside this article by Hubspot - Buyers Speak Out: How Sales Needs To Evolve.

The time is now for sales reps to rebuild and reinvent themselves inside a digital business world.

3 THINGS ALL SALES REPS MUST GET A GRIP WITH WHEN SELLING IN A DIGITAL BUSINESS WORLD

How you present yourself, is how people first view you. What are you showcasing?

FIRST IMPRESSIONS OF SALES REPS HAVE GONE DIGITAL

First impressions are difficult to change. The first encounter or their first impression usually matters as this determines whether or not a person you interact with wants to make a bond with you.

In order to achieve success in this hyper-connected business world all sales reps must learn how to build out their online presence. Build your online reputation just as hard as you build your offline reputation.

Before you even get your foot inside the business door, or even know the door is there, prospects can check your website (your LinkedIn profile) to find out what you do and how you do it. They can read up on you from your online profiles. Social media channels provides prospects and your clients an idea of what’s on your mind today and how your followers are responding. Believe it or not, these snapshot images are helping potential clients decide whether to contact you or even take your call.

Effective use of the LinkedIn platform allows a sales rep to build out their professional image, tell their story and generate awareness in the highly competitive sales environment.

SALES REPS MUST BE ABLE TO ARTICULATE THEIR VALUE ONLINE

In my opinion, the best sales reps tell phenomenal stories. It all starts with being able to articulate the value you bring to your potential clients. However, this is where the roadblock begins.

Most sales reps have difficulties in being able to clearly and concisely articulate the value they bring to their clients and prospects. With digital first impressions becoming a big deal, how sales reps position themselves by clearly being able to articulate the value they bring is mission critical to their success.

Being able to articulate your value proposition is the digital door opener. This is the pathway to opening up your story in a digital business world.

Sales reps must be able to convey a clear, compelling message online. In sales terms: what’s the most influential story you could tell to get your buyer to buy into YOU?

SOCIAL PROOF GREATLY ENHANCES OPENING DOORS

Social proof as a sales reps is critical to your success. Why? Because your prospects and clients are becoming more informed all the time. With the power of the internet at their fingertips, potential clients can gather an immense amount of information about you before ever speaking with you. 

The best way you as a sales rep can provide social proof is start using the recommendation section of your LinkedIn profile as a walking, talking social billboard. Spend the time face to face to with your current clients thanking them for their business. Seek their approval and have them share what it is like doing business with you and the value you bring to their business.

Social proof starts with having your clients edify your work for potential clients to see. Think of TripAdvisor and then think of how you can use social proof to open up sales conversations.

SALES REPS WILL SURVIVE

Pundits have repeatedly proclaimed millions of salespeople will soon be rendered obsolete by the emerging technologies of our day. In some instances and in some markets this may be true. However, sales reps will survive.

In today's fast paced, highly networked digital business world; a sales rep should be someone who guides their clients and prospects in their decision making and buying process. They should educate, help negotiate, consult, seek solutions, provides outstanding post-sales services and manages the relationship as a whole.

Agility, change, adapt, adjust and thrive - sales reps will survive in a digital business world.

I understand where you all are coming from. I have walked and continue to walk a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling aspects 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.

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, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy

I've been itching to get the chance to talk with Rich Gigl (Vice President of Sales & Marketing) with National Azon for sometime. 

National Azon is a leading distributor of hardware and software products with a special focus on the reprographic, graphic arts & sign markets.  For me, the attraction is that they are a distributor for Contex (wide format scanners), Colortrac, Canon & Mutoh.  Since I'm a wide format fanatic, I wanted to do an interview with Rich to introduce National Azon to all our Print4Pay Hotel members and everyone else who reads our blogs. 

 Art:     Hi Rich, could you tell our Print4Pay Hotel members about the history of National Azon?

Rich:    National / AZON was founded decades ago as a media coater and converter. The ownership is deeply rooted in the reprographics industry.  A little over six years ago we purchased a equipment company and started our newest sales division as National / AZON Equipment a distributor of high tech wide format equipment for the reprographics, business equipment and sign markets. 

 Art:  So, What's Hot National Azon? 

Rich:     A) Canon products are always hot, and there are rumors about some new major introductions from Canon wide format later in this year. Stay tuned for more. 

B) Colortrac Smart LF portable scanner is killing it and we’re moving trucks loads

C) Fiber Lock paper and the Contex scanners that attach to HP PageWide devices.

 Art:  That's awesome with the Colortrac LF, I love that scanner. I recently installed one and it took about 30 minutes from start to finish. 

Do you find that HP clients are opting out of the HP scanners and moving more towards the Contex devices? 

Rich:  If you are looking at a standalone configuration for the HP PageWide, it makes both fiscal and technical sense to go with the Contex version for PageWide.  To begin with, the native scanners sold with PageWide are Contex licensed technology.  So, HP recognizes the advantage of the Contex image capture technology.  The Contex standalone versions are not only much less expensive, they also have a superior software interface that gives the user much more control over the imaging process and color control.  We feel that the Contex version is also much better supported as well.

 Art:  I wasn't aware that you could do something like that. 

Is there anything new products on the horizon for National Azon?

Rich:    Well we mentioned the rumors about new Canon product and we are also adding some major digital XY cutting devices for the sign and graphics industry.  Look for some new product introductions within the next month or so.  In addition, we're going to add our Zero Turn Productivity Center very soon.  Its easy to follow us on Twitter and Facebook for updates.

Art:  What is the heck is a  zero turn productivity center?

Rick:   This is another new product we plan to introduce within the next month, it’s a finishing device for Contex production scanning.  The Zero turn comes with an articulating monitor arm and keyboard tray as well as two shelves for holding original images and scanned images.  Our test marketing has gone very well and customers love the convenience and increase in scanning productivity.

Art:  Wow, that sounds like and awesome product!  How does a dealer go about getting authorized?

Rich:  All they need to do is get in touch via phone, email or social networking.  It’s a very simple process. Click here for their web site

Note from Art:

That Colortrac LF scanner is HOT!  I just sold one, and I see this as a killer add on for wide format clients.  What construction company wouldn't like a color portable scanner that can scan to the network, cloud or USB stick for about $50 per month. In addition, you might be able to use the Colortrac as a closing tool.

In addition, I'm hot to see what the Zero Turn Productivity Center looks like. I already know the MSRP and it sounds like a winners

National Azon is a valued supporter of the Print4Pay Hotel.  Please give Rich a call for you wide format needs.  He can be reached at 800.260.3859 and make sure you reference the Print4Pay Hotel.

-=Good Selling=-

Here is a unusual request for help.

Does anyone have any idea how to make a Ricoh PJX3241n work with W10?

The drivers only go up to W8.1 and I have a customer that has 5 of these and are not very happy they cannot get them to connect. 

The Imaging Channel, the home of printer sales and services, is waking up to the reality of transition. Over the last five-plus years, the talk of transition has outweighed the action in transitioning. It seems there are more statistics on what could be than any actual real statistics about what is. The talkers and their good intentions have hijacked the Imaging Channel. It seems that the longer the channel struggles, the more desperate they are to learn. It is in this desperation that these great organizations, built upon foundations of the entrepreneurial leadership of great men and women, are allowing the confusion spread by Master Service Providers to influence or confuse their entrepreneurial instincts. Over the last few years, as I participated in actually delivering Managed IT Services, I quickly learned that with leadership and a team void of the “need of buy-in,” you can transform successfully. Providing IT Services is a business, not a mystery understood only by Master Service Providers or their paid consultants. 

Managed IT Services is like any business, and it must start with a business plan, not a marketing plan. The Imaging Channel has weathered many storms. Moreover, so many of the leaders within the channel have prospered. So why is it that when they hear Managed Services, they lose their confidence and believe without a Master Service Provider babysitting them they will fail? Why do they believe outsourcing their SLA makes any sense at all? None of the founders of these companies, or those at the helm today, would have ever considered outsourcing their print services, would they? 

The reason many consider partnering with Master Service Providers is likely because they have no confidence or because they have bought into the statistics based on those who failed versus those who prospered delivering Managed Services. I recently saw a statistic published by a Master Service Provider that voiced if you did not outsource your Helpdesk and NOC you would lose 1.5 million dollars building a 7.7 million dollar Managed Service business in 6 years. That is insane! There are over fifty thousand IT services providers in the United States. Do you think even a fraction of those companies could afford to lose 1.5 million dollars building their companies? Averages are only relevant if you are average. My friends, the owners of and the companies within the imaging Channel are far from average. Most of these organizations are many times larger than the average IT company.

Perhaps the most ironic part of this discussion is the fact that the Master Service Providers, whom themselves are not cash-flowing profitably, are doing everything they can to convince the Imaging Channel business owners that without them they will be doomed to failure or massive financial losses. I am betting the V.C. investors will be forced to face reality sooner or later.  

I suggest that those within the Imaging Channel reach out to the organizations who are successful, both inside the Imaging Channel and within the traditional IT services channel. If you do, you will recognize a commonality among them. Most are not using Master Service Providers; rather they figured out how to deliver Managed Services themselves – successfully and profitably. All good business leaders should seek to learn what they do not know. It takes leadership to transition. Don’t let the need for education become a crutch to surrender control to others. Successful organizations are those who understand the facts and put more confidence in themselves versus allowing others to hijack it.

Obviously, as you build a new business deliverable, there is investment cost, and losses are expected, but should not be long-term. The benefit the Imaging Channel has is their leadership and their bandwidth to bring on new product and service lines. I participated in and witnessed first-hand the successful delivery of Managed IT Services. Don’t believe the industry noise about failure, but instead listen to your business instincts. Put together a business plan and learn the best approach to delivering from those who deliver.

I guess those who do not agree should consider this. It has been at least five years of the Master Service Providers trying to develop momentum within the Imaging Channel. To what end? Signing up dealers and putting them on their helpdesk is not helping them build successful Managed Service platforms and is not leading to lasting partnerships. My friends in the Imaging Channel, believe in yourself, build a plan, and execute as you do better than any other business segment. If you want advice, seek it out. However, if you need another company to do all the work you are probably not ready. Confidence is the key that opens the door to possibilities, and your determination is the catalyst to realizing success. The Imaging Channel has never been an institution which outsourced what it could deliver itself.

Managed IT Services is a complex deliverable, but you can deliver it successfully and profitably with leadership and discipline. There are no short-cuts, and there is no success without leadership. It is time those in the Imaging Channel wake up and surround themselves with the doers instead of the talkers.

R.J. Stasieczko     

Major Account Sales Teams face numerous and daunting trends in today's highly connected, networked business world. They’re wrestling with major changes in their markets brought on by information-empowered buyers and the digitization within the sales channel. Growing competition, from established companies to tech savvy start-ups has placed even more pressure on sales margins and the effectiveness of sales teams to maintain clients or drive profitable net-new business growth.

With all of these combined forces at work, I encourage major account sales team to rethink parts of their sales process and operations around a new model, one which calls for new approaches to how they sell their solutions, positon or market themselves, take care of their current clients, grow new business as well as how their sales teams get organized.

This new sales team; let's call it the nex gen sales force is better equipped than ever before to adapt to the rapidly changing market conditions, digital business models and their disruptive competitors. It is a sales force built, as always, around client insights and perspectives. However, what distinguishes this sales force is their ability to build their personal brands, socially surround their client's by building a social fortress around them while integrating digital prospecting methods as they tap their client's networks asking for help in growing their business.

IT IS ABOUT INFORMATION

Sales teams have an unparalleled amount of information available to them, to the point where information in itself is no longer a competitive advantage. The competitive advantage lies right in front of them and this is themselves. What gives a sales team an edge over the competition is the insight into how to use all of this information to help solve business problems and challenges.

Trust, value and relationships is the new sales currency inside major account sales team. It is how you sell it and how you offer it as this will become your teams' competitive advantage.

Question becomes... What does a nex-gen major account sales program look like?

5 KEY INGREDIENTS OF A NEX-GEN MAJOR ACCOUNT PROGRAM

A nex-gen major account program consistently executes a strategic written business plan to:

BRING IN NET NEW BUSINESS

Can sales reps actually increase sales by focusing less on acquiring net new clients and more on their current clients? Call me crazy as this actually can work. Most sales teams fail to recognize the huge crowd of people which have already decided to become clients. They forget about their current clients.

To increase net new sales, nex-gen major account sales reps concern themselves with reducing the number of their current clients lost by providing them with an outstanding client experience. In turn and with mutual agreement, they get their clients to edify their work and introduce them into their networks which open them up to new relationships and potential sales opportunities.

New business growth fuels company profits!

GO WIDER AND DEEPER IN CURRENT ACCOUNTS

Often overlook, one of the best sources of sales growth - retaining and growing the existing client base. It’s less expensive and more effective to retain current clients than it is to acquire new ones. Nex-gen major account reps build relationships with more than just the decision maker. They include key executives, operations, technology, human resources, facilities or safety/sustainable office; if applicable.

When sales reps have built genuine relationships with numerous individuals within an account, they are more loyal. The only way to guarantee a loyal client base is to create unbreakable bonds wider and deeper in these accounts.

Here are a few ideas:

• Set client expectations
• Become their expert
• Build trust through each one of the relationships
• Build the relationships online as well
• Listen - go above and beyond

PROTECT THE CURRENT ACCOUNT BASE

Protecting the base means strengthening the personal relationship as well as the social relationships with current clients. Major account reps must build a social fortress around their current clients.

Each individual contact inside the client base has different agendas, motivations, and preconceptions. Major account reps who fail to build strong ties to any one of these people could see important deals collapse, relationships lost and more important revenue loss.

Nex-gen major account reps make client obsession part of their personal culture. It is about building rock-solid relationships. Always look for blind spots within your current major accounts.

TARGET THE HIGHEST VALUE ACCOUNTS TO MAXIMIZE PROFIT

High-value prospects offer the potential to generate growing and consistent revenue within in your organization.

If you want to grow sales revenues and maximize profits, to get where you are going with GPS-like precision; you need to take the time to plan and update sales tactics. Nex-gen major account teams know this and work strategically to implement well targeted, buyer-centric account growth plans.

With proactive methodologies in place they target high-valued prospects. Not only are these accounts "big fish" they are attainable "big fish". With these targets in mind they start to execute on their strategic sales business plan.

LEVERAGE SOCIAL SALES TOOLS

Nex-gen major account reps integrate social into their selling process. They realize their clients use it, their competitors use it and more importantly, Forbes recently shared a post with some data to back it up stating that 78% of sales people using social media outsell their peers.

The core elements of integrating social into the sales process can be accomplished by:

• Building a personal brand - establish credibility and help create visibility
• Listen an research - understand what clients and prospects are talking about and what is top of mind to them
• Engage in conversations - join and start conversations moving from online to offline with prospects as well as a way to stay top of mind with current clients.

Crushing it as nex-gen major account rep means integrating social sales tools into prospecting while building better relationships to enhance client relationships

What does this look like? Research, Follow, Connect, Nurture and Meet.

BRINGING IT ALL TOGETHER

In the book, To Sell is Human by Daniel Pink, he writes about how we’ve gone from a "buyer beware" culture to a "seller beware" culture. There’s so much information available to customers today via the internet that customers are often well versed in their options and interests before the salesperson even enters the scene.

Therefore, it is incumbent upon us as major account sales reps to really understand the client's world to add value, not to just show up, throw up and educate them on a product or solution.

The implementation of a nex-gen major account program is far more than just a few tweaks to the same old processes. It is a systematic, strategic transformation which hinges on embracing change throughout the entire sales team. In today’s crazy busy networked business world, a nex gen sales approach within your sales team is crucial for competing and winning in the marketplace.

I understand where you all are coming from. I have walked and continue to walk a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling aspects 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.

"Larry is taking on a very difficult task of being transformative agent in support of a commoditized industry. This industry has tremendous upside for those who accept this transition and embrace it and truly execute new ideas and solutions. Larry see's this opportunity and leads the way today and has an enormous effect on our team. We have ways to go but with Larry's assistance we will certainly transform."

James Wrbanek, SumnerOne

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, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy

Just last night I was developing a power point for some rookies to help them sell more wide format MFP's. 

My opening slide and comment revolves around the how many competitors could be in involved for a copier/MFP opportunity.  I counted twelve different manufacturers that could be involved in the opportunity.  Thus, that slide showed all twelve potential suppliers. My next slide was to show how many toner based wide format suppliers you could run up against on a wide format opportunity.  That slide showed only TWO suppliers.  That my friends is a no brainer.

1) Thus, my first reason is that I recognize that the competition in the color label press market place is similar to that of toner based wide format devices.  There really aren't many players. I also see this as the same type of opportunities that we had with selling digital copiers in the late nineties.  The market was explosive to those that had the right products.  Muratec has the right products.

2) Geesh, we MFP geeks are all about making dough right?  The PLS-2112 has an MSRP of $65K and the PLS-5150 comes in at $125K.  That means is there is some serious margins available on these devices.  I want to get educated on the market and learn more about finding the right verticals to seek opportunities.

3) I'm looking to learn more about the four new color label devices that Muratec is launching at the event.  Even at my advanced age, you just can't stop learning!

4)  The PLS Sales Agent Program seems to be something that might be right up my alley since I'm getting to that age where I might be thinking about retirement.  It's always good to have options and this seems like an excellent one.

5)  Who the heck can't unwind with a few days in Vegas? 

Last week I posted Six Questions with Andrew Jones of Muratec about Muratec Label University.  Andrew gave us some additional insight about the Muratec Label University along with a few points about the new color label devices.

If you're interested in attending follow this link, and remember when you're there to come over and say hello, cause I'll be there!

-=Good Selling=-

Guess what's coming to your business neighborhood?  Did ya give up yet?

Yes, the cost per click aka the cost page could become the billing model of the past. 

Seat Based Billing with Print Audit

About a year ago Print Audit released a Seat Based Billing model for MPS  engagements,  The gist of the billing model is to bill a monthly flat fee per employee in order for the user to have printing rights.  The amount billed per employee covers support, parts, software and consumable items for those printers.  Print as much or as little as you like, the client now has a predictable budget.  Death to the old cost per page billing model for MPS!

The thought of my client not knowing their print volumes is awesome! Think of it this way, a competitor knocks on the door and gets an appointment with the DM.  One of the first questions that rep will ask is, "how many pages are you producing per month?" Our DM states, I have no clue, we just print and print and our vendor is just AWESOME!  Kinda takes the competition out of the equation, right?  Special thanx to West McDonald for helping me understand SBB.

HP & Samsung

Back in September of 2016, we saw the first salvo from HP with the acquisition of Samsung.  Keywords in the HP press releases and interviews were compete, A3, disrupting, reinvent, outdated, and seven replaceable parts.

Ok, so HP is Chicken Little and the sky is falling, right? 

Reading through the many interviews and press releases from HP, you realize that there are quite a few bread crumbs to be analyzed.  Many of those bread crumbs, along with SBB from Print Audit and a recent event has me thinking about the future of our cost per page billing model.

The second salvo is suppose to be coming this spring with HP releasing their new A3 line of PageWide disrupting copiers aka MFP's.

Last week, I had visited one of my friends businesses and she stated that she was dumping a few OCE 900's (gonna mothball them) in lieu of two new HP PageWide XL5000's.  I was floored because I knew she had just entered into a few long term leases for the Oce 900's last year. I asked why?

My friend then showed me the maintenance and supply pricing for the new HP Page Wide XL5000.  There was no cost per page,  with wide format we call it price per square foot.  There was a monthly device charge for maintenance, however the square footage overage charges were non existent. Print as much as you want for the flat monthly device charge.

Yup, I saw it and the first thing I thought is that there has to be a catch.  So, what's the catch?  Was it the fact that the customer has to pay for ink, print heads or maintenance cartridge?  I looked up those costs for the HP PageWide and the most expensive item was the print head.  When compared to other print heads from other manufacturers the cost really isn't that much.  Thus, there seems not to be a catch, just plain old disrupting technology.

Will the new HP A3 devices follow the same device billing model?

Well, if I read the bread crumbs right, I would say that that's a yes.  Samsung MFP's have been around for years and I haven't seen a disruption from those toner based A3 devices.    Price has been a little bit of a concern, but I've been dealing with price issue for copiers since 1981 and the price objection is always going to be out there.  Not a big deal for me, been fighting that battle for years.

What Does Concern Me

Is that these new HP PageWide A3 devices will incorporate the new PageWide print technology.  I'm thinking that there's a chance that those bread crumbs are for telling the future of device based billing with unlimited clicks.

What happens with the device billing model with no overages comes to our beloved A3 toner based devices?  Do we dare to compare .012 per page for A3 toner based to A3 PageWide which may cost $45 per month with unlimited clicks.   What will our accounts say when they get a call from a competitor stating they can eliminate overage charges? Or better yet, what do we say when our account states they are going to leave us if we don't give them unlimited clicks?  Scary stuff indeed.

Clients are fed up with overages

Since, I've been around for such a long time in the industry, this seems to be more like a trip down memory lane.  Back in the early eighties there was some device billing going on.  Clients had to pay for consumables, some contracts included drums and some didn't.  The art of collecting meter reads in the seventies and eighties consisted of service calls, courtesy calls, and phone calls.

Overage billing in the clients mind is just another rip off by the copier companies. However those clients also understand our billing model, and puts up with those overage charges because there is no alternative.  Clients want predictable expenses from their vendors. 

The Future of Cost Per Page

The future is here, the cost per page  billing model should be put to sleep. 

SBB (Seat Based Billing) has started with MPS and I believe will transfer to the copier channel with those dealers that are innovative (any why shouldn't it, MFPs are printers too).  Too me, it's the only way to combat the Device Billing model that may be the disruption that HP mentions.

I'm sure that if the Device Billing comes to fruition there will be Dealers that will develop their own unlimited click plans with their own devices. However, will they still be able to produce margins of 55%?

The Death of the Cost Per Page is looming and you need to make choice to either go down with your ship or board a different ship that is exploring uncharted waters.

Me, I'd love the chance to explore new waters!

-=Good Selling=-

What can you do as a major account copier rep to become the true master, the expert sales rep in the eyes of your clients and prospects? How can you fast-track your process to becoming a true master of your craft?

First, realize there’s no graduation process in sales. You’re not studying a certain number of years until your get your degree. There’s no such thing as a PhD in Sales because you can never stop learning.

Becoming the best major account sales rep requires perpetual practice. You need to study the sales game mentally, physically and emotionally pretty much every single day of your life.

Successful major account copier reps are innately curious. They have a deep-seated, burning desire to learn and grow not just financially but deep within them; intellectually, emotionally and spiritually.

Major account copier reps must become lifelong learners. It all starts with studying yourself. Make self-analysis a regular habit. Study yourself first before you study others. The biggest opportunities to improve your sales game are hidden inside yourself.

THE MAJOR ACCOUNT CHALLENGE

One enormous challenge major account copier sales reps face centers around securing net new meetings with C-level executives. Gaining a first meeting with senior level executives is relatively straightforward, as you must have a strategic plan along with some personal chutzpah. 

Executives don’t waste time with people who add or bring zero value. Even more challenging is building the type of trusted relationship where the executive will call you to discuss issues unrelated to anything you might be selling, but these issues are on their mind as they hope you will have the insight because they respect you as someone who has the pulse on what's going on. 

How do you overcome the major account challenge? Where do you start? It starts with your brand and how you as a Major Account Copier Rep look in the eyes of your clients and prospects.

3 AREAS MAJOR ACCOUNT COPIER REPS MUST MASTER IN ORDER TO CRUSH THEIR QUOTA

As a major account sales rep when your LinkedIn profile offers no clear path for visitors (your prospects or clients), that's the exact impression you give about you and your ability to help their business. You start affecting their thought process.

YOU MUST LOOK LIKE A MAJOR ACCOUNT COPIER REP ONLINE

With nearly every business transaction in the United States today starting out as an online search or visit to a website, how much major account business are you potentially missing out on because your LinkedIn profile has a broken window? When referring to “nearly every transaction,” that’s because "89% of B2B transactions begin online", according to Google research.

As a major account copier rep, you come to work wearing business attire then why on earth do you look like this online?

Now, go ahead and take a look at your LinkedIn profile and ask yourself...

Would I buy from me based on what I currently see on my LinkedIn profile?

Do I clearly articulate my value to my clients and prospects?

If the answer is NO, then I urge you to ask yourself, “What am I doing to repair the major cracks within my LinkedIn profile?" 

YOU MUST SOCIALLY SURROUND YOUR CURRENT CLIENTS

A frequently-cited stat from the CEB is on an average there are 6.8 people involved in today’s B2B purchase decisions. Driven by a decentralization of organizational structures, these people may be distributed across different divisions within their company or even locations.

Major account copier reps make a promise to develop relationships with at least 6.8 people inside their current accounts. They must strengthen the personal relationship as well as their social relationships with their current clients. Major account copier reps must build a social fortress around their current clients.

Say with me... I as a major account copier rep will connect to at least 6 people inside each one of my current major account clients

Each contact inside your current major accounts has different agendas, motivations, and preconceptions. Major account reps who fail to build strong ties to any one of these people could see important deals collapse, relationships lost and more important revenue loss.

Major account copier reps must promise to make client obsession part of their personal culture. It is about building relationships within your current major accounts. Always be looking for blind spots within your current accounts.

If you lost any one of your top 5 accounts, how would you get to your budget number?  

YOU MUST LEVERAGE YOUR CURRENT CLIENTS TO GROW YOUR BUSINESS

Major account copier reps must leverage their clients and ask for help! Wouldn't you agree a warm introduction from someone who knows, likes and trusts you validates the relationship you have built? Referrals from happy clients are about as good as it gets, correct? In fact, a Dale Carnegie study found that 91 percent of customers would be willing to give referrals if they were asked. Unfortunately, only 11 percent of sales reps actually do ask.

The right activity + enhancing the skill set + daily habits = Sales Success

Major account copier reps must get comfortable in their own skin and ask for help. Your long term sales funnel (not your long term lease end funnel) will determine your success. Here is how the right activity can catapult your success.

Before I share the secret, please answer the following question...

How many net new business meetings versus current client visits are you going on per week?

A major account copier rep handles 75 current accounts and connects to 6 people inside of their accounts has now created 450 prospecting opportunities all around people who know, like and trust them.

Every week you will take one relationship within three current accounts and mine their LinkedIn connections looking for five people to be introduced to; edification.

1 single current account contact x 3 = 3 current client connections to mine

3 connections x 5 new people per connection = 15 new introductions per week

15 new introductions per week x 4 weeks in a month = 60 new prospects

60 new prospects per month x 12 months = 720 new prospects to build a relationship with based on a common connection.

At a 5% conversion ratio this equates to 36 new sales opportunities added to your major account sales funnel.

By asking for introductions from people who know, like and trust you; what could you do with 36 new sales opportunities?

Successful sales reps focus on their unique value and target prospects which will have the greatest impact on their business and their quota! The answer lies right in front of you, it's your current clients.

I’m excited to be a co-leader of the Major Account Sales Workshop April 10-11, 2017 with Darrell Amy. If you are a copier dealer that wants to grow major account sales, you don’t want to miss this. Info at www.majoraccountworkshop.com.

I understand where you all are coming from. I have walked and continue to walk a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling aspects 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.

"I highly recommend Larry Levine & his training to use LinkedIn to grow your pipeline. The strategies he shares & information will work as long as you apply what you have learned. Case in point, Larry was at our office training our sales staff on LinkedIn on December 16th, 2016. Since then I have increased my net new connections by almost 100 people. Using his mining strategy, I have new connections which have yielded net new appointments with C-Level contacts. My pipeline adds have increased to a potential revenue of $420,000 in net new business opportunities with a mixture of MFP's, MPS, capture scanning solutions & backfile professional services."

 John Puentes, Document Systems

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, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy

Weather for tomorrow here in the North East is SNOW, snow and more snow. In some areas there might be as much as two feet.  Alas, spring is only a week away. I'm mentioned to my wife that the craziest part of this weather is that we're on daylight savings time and the temp is still hovering at or below freezing here.

Alright, I've been through many of these snow days and it's kind of exciting for the first couple of hours and then reality settles in and you realize that you've lost a selling day. Bummer

One of my first jobs was in the produce industry when I was a teenager. I admit that I did not know how to work back then.  When I thought I was done with a job and put my hands in my pockets, I was reminded by the owner of the company that work is never done. There is always something to do, whether it's stocking more on the shelves, taking out the trash or picking up the broom to sweep the parking lot. There is always something to do!

Thus, I wanted to share what I'll be doing on my SNOW DAY tomorrow, which should be here in about 37 minutes!

1)  CRM work: You can never ever be finished with your CRM, whether it's updating email addresses, researching upcoming renewals or just going through account by account to see who fell through the cracks. There are always cracks in any CRM.  I'll be putting in a couple or more hours here.

2) Email Campaign:  What a better day to collect my data about office technology, and interesting articles or blogs for my clients.  This is my way of sharing knowledge and staying in front of my clients on a monthly basis.  Kinda sets me apart from everyone else in the industry.  Constant Contact is inexpensive and really easy to use.

3) Email Clients in a Vertical Market: K, so I'll gather up 20-40 contacts that are in one vertical.  For me that will probably be the AEC industry.  I will then send a blast email to all of them about something, I'm thinking Managed IT or Content at this point.  Don't care if I get any responses,  the point is to stay in from of them.  Why is this different from the Email Campaign you might ask?  Because, I'll be writing a personalized message for each with the goal of scheduling an appointment or creating interest.

4) Research:  I have a few items on my list that I've been putting off. Tomorrow will be a great time to get those done.

5) Planning:  Plan out the last eight working days of the month to hit the number that I need to be at.

After I've finished all of those items it will be time to start up the snow blower, shovel the walkways, shovel the steps, remove the plowed snow from the end of the driveway, throw down the salt and then clean off the cars.  I can only hope that the roads will be clear on Wednesday so I don't lose another selling day!

-=Good Selling=-

It seems many leaders get stuck waiting on buy-in during times of disruption. A term I define as a fearful leader’s excuse to remain status quo. Leaders who always chase buy-in have the wrong team or don’t understand the importance of job descriptions. It seems that many organizations pride themselves on simply doing common sense things. They are excited by simply doing what is expected, rather than creating the unexpected. Is accepting change anything special? Or does that saying breed mediocrity? In today’s business climate everyone has to accept change, it’s a basic job description, not any great accomplishment.

“Accepting Change is nothing special, get excited about creating change.”

 Would it not be better to promote the ability to Create Change? If we simply focus on accepting change, we are then admitting this. Our organization will remain status quo until someone else creates needed changed. Then we will be eager to implement. Of course only if we get buy-in. When your organization voices loudly they accept change what they are voicing is this. “Our organization is reactive”. 

Don’t let buzz words cripple innovation. Words have power they create a mindset. Too many organizations are outlining and defining common sense accomplishments and then adopting this commonality as their keys to successes. In reality, they are merely the keys to status quo.

 Exceptional organizations filled with extraordinary people. Will create exceptional customer experiences and are driven to increase their remarkability. Exceptional organizations understand that their remarkability is more important than their marketing.

 Exceptional organizations don’t fool themselves into complacency by believing their customer relationships will survive a competitor’s better experience.

 Exceptional Organizations understand the value and importance of the phrase “Currently this is how we do it”.

 Exceptional Organizations look where others don’t. They collaborate with innovative thinkers and doers who create change.    

Exceptional Organizations understand the importance of building teams that challenge one another over teams that focus on pacifying one another. These Exceptional Organizations do not build corporate cultures based on internal customers, their culture is based on providing exceptional experiences to their external customers.

It seems that many organizations have allowed the needs of their teams to determine the needs of their customers. Obviously, organizations must provide exceptional work environments, and when the people in the organization can sacrifice their needs to ensure their customers’ needs are delivered, and delivered with an exceptional experience. It is only then they become an exceptional organization.

“The pain associated with improvement is only appreciated by those who are determined to improve.”

Improvement only comes from accountability and when accountability is put on hold waiting for buy-in, creating great customer experiences will suffer by default. Exceptional organizations will deliver exceptional customer experiences. Status quo companies will always believe their customer relationships are more important than their customers’ experience. This is the reason why that new vendor no one saw coming who delivers exceptional experiences. Defeat incumbents who believed their long relationships allowed them the comfort of complacency.

In closing; “Imagination, ingenuity, and fortitude will never be friends with complacency.”

R.J. Stasieczko       

Wow!  Take a look at this old thread from ten years ago this week.  The tile of thread is "Fair Commission Plans" and there about 15 responses to the opening title.  Much has changed in years and I'm curious if we should revive this thread.  Thoughts?

Konica Minolta Launches the bizhub 360

Friday night, I had the chance to chat with Andrew Jones from Muratec America.  Andrew is the Product Marketing Specialist, Precision Label Series at Muratec America, Inc.   I though this would be a great interview with the upcoming Muratec Label University event.

Art: Is Muratec Label University held the same days as ITEX? 

Andrew: No, Muratec Label University is April 18, the day before ITEX starts.  We’ll start at 1 p.m. in the Palm A room. We’re starting early afternoon so people can arrive Tuesday morning, if possible.

Art: How long will the session run? 

Andrew:  We have several education sessions running a total of three hours and we’ll use the last hour to introduce our new label products and perform product demonstrations for our attendees

Art:  What new products are you launching at Muratec Label University?

Andrew:  We’ll be launching four new printing units and one new finishing unit. Our four new label printing units will be ink based and use top-of-the line engines with which many dealers are already familiar.

Art:  Wow, this is awesome!  Will these new label presses complement the existing PLS-2112 and PLS-5150? A

Andrew:  Yes, they will.  These new products give us an entire label product line with equipment ranging from entry-level to light production for our dealers.

Art:   I’ve heard scuttlebutt that Muratec may be creating a PLS Sales Agent Program, is that correct? 

Andrew:  Yup, we are in the process of setting up a sales agent program where independent contractors (i.e. sales people) can become authorized to sell just the label product line.

Art:  Is there anything else you’d like to tell our Print4Pay Hotel members about Muratec Label University?

Andrew:  The label and packaging industries are growing like crazy and we want to help dealers move from the front office to the back office. We’re all-in with these products and it’ll be a great event. You don’t want to miss it.

Note from Art: I am a fan of these devices!  I did some of my own research back in late summer with just two accounts.  When I asked them about color labels, both accounts were outsourcing labels.  One account was spending more than $100K per year and the other account was around $35k per year.  Both accounts acknowledged that at the end of the day they would like to be able to buy what they need instead of buying more than they use.

I’m going to go out on a limb, but I’m thinking that the average dealer that has revenue streams of $3-5 million probably has clients that are buying at least a million color labels a year.  It’s an untapped revenue stream and the time is right to start capturing that business. 

Keep in mind that the consumables usage for color labels is HUGE.  Not only do they need the consumables, but there is also a high demand for the different types of substrates that the client will need to print on.

If you’d like to join me at Muratec Label University, you can register for free at www.muratec.com/MuratecLabelUniversity.