MFP Copier Blog

When several reputable studies consistently indicate that negligence, a lack of awareness and poor commitment to research and analysis are the more common root causes of data breach, it should be clear that intelligence is the key to a safer tomorrow across industries. The costs of data breach have increased significantly in a relatively short period of time, while the frequency of events is likewise rising in financial services, healthcare, government and beyond. 

Unfortunately, these adverse trends have not seemed to slow at any point in the past five years, but rather accelerated, illustrating the ground continuously lost by IT departments and security professionals and gained by cybercriminals from around the globe. At the end of the day, leaders need to recognize that there are in fact solutions available to improve the intelligence of their security strategies and frameworks, and these can make a major positive impact on the safety of data and systems before long. 

Secure cloud and email encryption services can be leveraged to defend the company at a high level, but much work needs to be done by way of risk management and threat analysis to make any kind of difference in this competition between hackers and businesses. With the right approach to planning and execution of intelligent security programs, organizations might be able to slow down the progression of data breach frequency and subsequent damages while better protecting their own finances, data and reputations. 

Time to wake up
TechTarget recently reported that analytics might represent one of the more advanced weapons in the average IT security professional's arsenal, as these highly automated technologies can go a long way toward shoring up defenses more proactively. Intelligence solutions have already become widely used for market research, staffing, waste reduction and strategic overhauls, but are just now gaining recognition for their potential in the security equation. 

Again, negligence and a lack of awareness tend to be the greatest cultivators of vulnerabilities in IT departments and throughout lines of business, and analytics can work to eradicate this issue entirely when used properly. According to the news provider, the health care sector ought to be specifically interested in the deployment of security-focused analytics solutions and programs, as this particular segment is among the most at-risk of experiencing a major data loss event. 

The source argued that artificial intelligence technology can also be used for these types of purposes in the medical community, as the tools tend to identify and eradicate threats, vulnerabilities and risks from the corporate framework a bit more quickly than traditional analysis. However, TechTarget urged leaders embarking on one of these missions to be especially vigilant when working to set viable, specific objectives and go about deployments in such a way that directly leads to the achievements desired. 

Managed services option
Healthcare providers and others might be struggling to gain a strong handle on the security process today, as well as the general management demands of advanced technologies already in use throughout their operations. One can only assume that a wealth of breaches caused by negligence and poor planning could have been mitigated had leaders recognized their companies' weaknesses and needs a bit earlier on. 

Going it alone without the right knowledge will almost always yield a higher risk level, and this is simply no longer necessary given the broad range of managed services now available to organizations in virtually every industry. By leveraging the support of a managed security provider that can step in and cover a range of needs, companies will inherently be boosting the intelligence of their strategies.

It's funny that the Seri Model 25 shows up this week in the list of threads!  I'm currently involved with trying to place a Seri and a DD with a Pharma account.    Ricoh discontinued the Seri printers years ago, not sure why, it could have been because of slow sales and the fact that there were not that many opportunities for them. 

The Seri Model 25 uses a UV light to cure the ink from a digital duplicator.  You need special ink, modified duplicator drums and then the Seri attaches to the end of the duplicator.  It's a neat process, and if you find an application you can hit a home run!

Canon CLC1180

Dealer principals and executives must keep up with the evolving business world to stay relevant and competitive. Employees, vendors, clients and potential prospects look to the top to communicate with you to foster trust and help them feel invested with the brand; your company. Show them you’re ready to have conversations by putting a voice behind your organization’s leadership.

As a sales and marketing tool, blogging is all about reaching out and talking to the right people in a meaningful way. C-level executives are often subjected to the most visibility and scrutiny, especially during tough times. During good times and bad times alike, how you communicate with your employees, clients and prospects is critical to your brand image.

Any dealer principal or executive who wants to influence and build up his or her brand is going to need an intelligent, informative, educational, entertaining, and well-written blog. A successful blog can drive sales, improve a company’s image, and transform an obscure dealer principal into an influential and well-respected industry leader.

5 Reason Why Copier Dealer Principals Should Be Blogging 

1. It puts a face to your dealership - As the leader you are the captain steering your dealership to growth and profitability.

My question to you, "Why do you hide behind a marketing curtain, your website?"

A short website bio, usually without contact information, makes most appear inaccessible. If your goal is to be a customer-facing and customer-focused dealership, blogging can create a public face for the dealership. Showcasing your company’s personality can go a long way toward defining your core values.

2. It strengthens corporate culture - Building a strong corporate culture is hard work and ever-evolving. Old methods such as posting mission statements next to the water cooler and at the front entrance are outdated and ineffective. By taking advantage of blogging, this becomes a powerful platform to demonstrate what the company really values. Focusing on fundamental core values such as honesty and integrity is another way you can shape corporate culture.

An easy-to-read blog, (examples to help you at CEO blog) can aide in demonstrating transparency by establishing an honest picture of the dealerships activities. Most important, the blog should be a window letting potential clients experience the corporate culture.

3. It makes you a visible expert - All dealer principals have a vision for their company but some don’t always have the platform to articulate the vision. In most situations, executives want to differentiate their company from their competitors and explain why their approach to business is industry-leading.

Dealerships MUST position their top executives and management team as industry experts, however; they are missing an opportunity if they aren’t using blogging as way to create visible expertise. A well written blog with broad appeal can be picked up for publication in industry related magazines such as ENX, Imaging Channel, BTA Office Technology or within your local business community journals. In turn, these published articles can then be proudly displayed on your dealerships website as well as being re-purposed by your sales reps. Goal here is to Promote, Educate and Inspire!

Click here for a special report "How to Overcome the Top 5 Sales Issues that Frustrate Business Owners"

4. It's about social conversations that to lead to conversion - Business is all about building relationships. If business owners take the time to follow and connect with industry peers or other businesses that truly interest them, and then interact by sharing content, blogging or tweeting a response to a conversation, this creates a ripple effect... business conversation!

"According to the BrandFog survey, 61 percent of U.S. respondents are more likely to purchase from a company whose values and leadership are communicated through executive participation on social media."

With the right engagement strategy, social-savvy executives can foster meaningful conversations and grow relationships which turn into real business opportunities. An active social presence effectively means there’s a networking event anywhere or anytime, so brand building is limitless. However, you must feel like showing up.

"No Random Acts of Social"

5. It amplifies public relations - By blogging and sharing content around industry related news, dealership related news or purely educational related information; a social-savvy executive can significantly amplify the reach of that coverage through a single status update. All of this not only supports your dealerships brand but amplifies your own personal brand.

An active social presence can't just help elevate visibility for the dealership but this also becomes a major asset for the storytelling of your business. Social media serves as a platform for you to communicate directly, transparently and immediately with your clients, prospects and other business professionals within your community.

Taking the time and effort to create an effective and professional blog can broadcast your passion, expertise, knowledge, abilities, and commitment to the business community.

Benefits to Blogging

• Personal brand building and company reputation
• Increasing "business intimacy" with potential clients which could lead to faster sales closes
• Increasing "business intimacy" with current clients which leads to cross-selling solutions and professional services
• Content can be redistributed to power all of your social media channels. If structured well, your blog should be usable across all of your social media channels
• You’re creating a platform to define your dealership and create your competitive advantage

Remember, blogging is a reflection on both the company and yourself. Therefore, a successful blog can be an asset to attract both publicity and sales. A poorly managed (or absent) blog will drive away customers and make the dealership look non-relevant to the modern connected buyer.

If you enjoyed please share your comments. Look forward to connecting and starting a conversation.

Look for more information within the Social Sales Academy blog site.

Be on the look-out for upcoming special announcements from the Social Sales Academy!

Please enjoy my other posts on LinkedIn Publisher and on SlideShare

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

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

Years ago with the emergence of A4 (devices that can only print/copy letter or legal paper),  we had to adjust our talk track to add, "do you need to print, copy or scan 11x17 (tabloid) size paper.  That first question would help us determine if the client was a candidate for an A4 or A3 (devices that can print/copy/scan tabloid) device. 

Ricoh's new MP 305SPF gives us a new wrinkle when proposing the right system for our clients.  The claim to fame for the MP C305SPF is that clients with limited space, and the need for printing, copying and scanning low volume 11x17, now have a choice to have the best of A3 & A4 devices.

Just today, with a current A4 account, I asked if the client if they would benefit from having a new system that would print, copy or scan 11x17.  The client replied that at times it would be nice to have a new copier aka MFP that could handle the 11x17.  Currently if they needed 11x17 they would travel to the local Staples for prints or copies.

So, what's really cool about the MP 305SPF

• The ability to copy/print/scan & fax 11x17!
• A3 performance at the price of an A4 device
• Poster Copy Mode:  Users can now place an original on the platen glass and then have a choice to enlarge the image to create a poster on either 2 sheets, 4 sheets or 9 sheets of paper.  The user can then tape those sheets together for the final product. (is this a game changer, no it's not but it's all about the sizzle)
• Smart Operation Panel Designer: Network administrators have access to the remote software tool that will control the look and feel of the Smart Operation Panel.    You can create apps for some of those not so often used copy features and have them appear on the home screen as a one touch function. In addition you'll have the ability to create web shortcuts, change background designs, add a corporate logo and my favorite the ability to upload messages on the Smart Operation Panel. 
•  ICE (Integrated Cloud Environment):  First off, each system comes with a 60 day free trial.  But, the real power of ICE is all of the connectors that are available for scanning to your FAV cloud services.  I've seen a tremendous up tick in the amount of clients that now have business Dropbox, MS365, and Google accounts. 
• "How To" App: This app gives users the ability to a library of watch & learn videos that they can view directly at the MP 305SPF.  Personally, I love this app because not only can this help the client with the basic features and processes, but it can also help with training our sales/support teams.
• Blank Sheet Print Control:  Just yesterday I was at Staples looking for some 110# card stock.  I was astonished with the price of a case of bond paper.  A case of paper was reselling for $58 per case for 5,000 sheets of paper.  I did not realize that the cost of one sheet of paper is now over a penny!  Remember when you could buy a case of paper for $20?  Those pennies sure do add up and defaulting this print mode could save a case of paper over the lifetime of the MP 305SPF'
• Silent Running Mode:  There's always something to learn, right?  Ricoh uses 5 different advanced technologies to offer one of the quietest devices on the market.  Standard silent mode is  only 57.9 bB, Silent running reduces to 54.3dBs.  This device will be awesome for those open design offices!!!

Where Will I Place These Devices?

• Excellent addition for Architects, Engineers, & Contractors that have a wide format system, but still have the need to print/copy/scan/fax a few 11x17's.  Why spend the extra bucks for a full size A3 MFP?
• Any company that has a communal workspace.
• Corporations that need a fleet of systems for their field reps.
• Companies that are squeezed for space, kiosks, mini stores, business centers, waiting lounges, the list goes on and on.

One other note, the design of the MP 305SPF is SWEET!  It just oozes technology!! 

If you're an end user reading this, and you're looking for some excellent reps to help you with the additional options, then feel free to send me an email (arthurkpost@gmail.com) and I'll connect you with a local rep in your area.  If you're in the industry, I think you'll agree this is one SWEET system!

One more item!!  Can't wait to see if Ricoh gives us one of these with color print and copy!!!

-=Good Selling=-

Hey P4P'ers!  I'm taking a few days off from the site, the wife and I have a wedding this Friday.  Our son is getting married to a wonderful gal,  plus I need a break from working both jobs.

The picture I posted was taken outside Fort Benning, Ga a few years ago, with the military experience he was then able to land a job as a police officer in New Jersey.  Plus he's a great kid!

If someone could pick me up with posting some relevant press releases, it would be appreciated.

-=Good Selling=-

Over the weekend, I decided it was time to transplant a couple trees that have been growing in the sun bleached pots on my patio. As I started to pull the trees out of the pots, I noticed the dirt in each pot had almost disappeared and had been replaced with a massive root ball. I had to completely destroy the pots to get the trees out. Both trees had stopped growing a year or so ago. They did not die, they just stopped growing - they were root bound.

In life or in business, if we stop growing, are we root bound? Do we become complacent in our pots on a sunny, warm patio? Some of us are lucky enough to start out with a nice big pot to live in and have someone to nurture us. We should be thankful. We also have to remember that even though we start out in a nice big pot, we can’t grow to our full potential if our roots can’t grow with us.

These trees made me think of my business career too, and as I look back, I realize that sometimes my roots needed a bigger pot. I focused on my own growth on the outside - like a tree, I reached for the skies. What I sometimes lost sight of was the fact that my roots were bound. I should have focused more on how to add the space I needed for creating new roots, not just the root ball I had.

Most organizations are excited about where they came from. This pride in what they have accomplished is well deserved. Success in business is a tough road and those who travel it remember every pot hole and dangerous curve where they lost control a time or two. When they feel like they know where all the curves are and they filled in all the pot holes, it’s easy to coast along. The coasting phase of business is when your roots will quickly fill up the space they had. This is the time you have to transplant, this is the time for growing new roots.

A business can become so entrenched in their roots they forget - without the space for growing new roots, your business, like the trees on my patio, will stop growing. Our roots help us grow, and our roots need time and to spread out. Over the years, I have seen and actively participated in focusing on the roots as they are today in a business, instead of planning for room for growing more. I call this the “root ball of business”. We become trapped in a pot that is too small and we just stop growing.

 “Pigeonholed Leadership is believing your past successes will continue without change.”

A year ago I was talking with someone who said to me “we do it this way because it’s who we are, it’s in our roots.” I complimented him on their achievements, then warned him of the potential of being root bound. I don’t believe he understood the analogy. Their tree stopped growing, some branches have fallen off, and my hope for them is they will get a bigger pot and grow more roots.

R.J. Stasieczko

Ray Stasieczko

Vice President & COO ImageQuest

Are you new to Managed Print assessments or are you a seasoned veteran looking to raise your “A” game? Either way it’s a good idea to make sure that your assessment practice is better than the folks you are competing with.  There is an all out war for pages and a solid assessment practice can help ensure that you win more business with better profits.  Below are 6 great focus areas to help you wow your customers and win more business through assessment selling:

1. Document your assessment methodology:

You wouldn’t bake a cake from scratch without following a recipe, so why conduct a Managed Print assessment by the seat of your pants?  Sure, your assessment specialist might be worth their weight in gold and they may be doing a great job helping you to win more business.  I certainly hope they don’t get hit by the proverbial bus because your assessment practice will go with them.

A good assessment methodology will ensure you develop a repeatable and scalable assessment practice and it will also help demonstrate to your customers that you are as expert as you profess to be.  I’ve been helping people document and market their assessment methodologies for years so I know first hand that this works.  As my daddy used to say, “If it ain’t written down it ain’t never happened.”

2. Use modern tools:  

Your customers have evolved.  To varying degrees of sophistication, the modern office employs some of the most advanced software and network tools to ensure optimal business process optimization.  We live in the age of software for everything.  Knowing this, how do you think you’ll look to a CIO or IT Manager if you walk in to do an assessment with paper floor plans and clipboards?  It’s not just about impressing your customers.  Modern tools also shorten the assessment process and ensure that your data sets line up the way that they should.  Efficiency and accuracy are critical and modern tools will ensure you get it right the first time.  When you’re selling in a maturing market with an ocean of competitors there are no second chances.

There are 4 basic toolsets you’ll want to use:

• Device specific RMM (Remote Monitoring & Management):  There are a few good ones out there, of course I prefer Print Audit’s Facilities Manager.  Device RMM tools have become essential in both the assessment process and ongoing management of MPS programs (but they are no longer enough).

• User & Document specific RMM tools:  To truly understand why customers are producing documents you need to understand the “who, what, why, when & how” of document production.  In the old days we used to ask questions to get some of these details.  You are still going to ask questions, it’s the human touch, but don’t rely on them as your basis for understanding human behavior because testimonial is often unreliable.  Just like witnesses looking at a lineup of ne’er-do-wells, what they believe to be true is far too often incorrect.  To get to the heart of the matter you will require software that gathers metrics on document types being printed, job sizes, and user device-usage statistics.  Print Audit 6 is a good one, and there are a few others. You may be using ours or another AFTER the assessment as part of a final solution, but it’s time to start using them DURING the assessment.  The level of user-based document production details will make you look far better than your competitors who are basing their assessments on Q&A.

• Mapping tools:  There are a few good providers out there.  A good mapping tool will also help you to do TCO analyses for current and future states.  Having a good bird’s-eye-view  of the layout of printers and MFDs is extremely helpful when helping a customer to design a future-state.  I can’t tell you the number of times I’ve been in offices where I got lost 6 times in an hour because of strange floor layouts!  In order to optimize the layout of any recommended device changes you need to know if where you are putting them actually works with where employees are located.
• BI (Business Intelligence) dashboards:  Presenting static reports generated from a .csv file are quickly becoming a thing of the past.  Assessment presentation tools like Print Audit’s Insight BI Dashboard are more interactive and allow for “deep dives on the fly” to help customers develop insights on the spot.  BI dashboards are much better at telling customer stories than static reports and allows them to be more engaged and responsive.  They’ve seen a thousand reports, and like death by PowerPoint, presentation of static reports that require a ton of explanation are often dreaded and counter-productive to what you are trying to accomplish.  Intelligent and interactive BI dashboards provide the ability to share deep insights and will make the presentation of all your hard work much more effective.  There is nothing I love more than seeing a customer “lean in” to get a closer look and tools like Print Audit’s Insight BI dashboard get them leaning further than anything else.

3. Start with a blank canvas: 

A few years ago I was conducting an assessment with a partner for an insurance company.  The user to device ratio was nearly 1:1.  The sales rep who was assisting me looked around and immediately said to me “This is going to be a gold mine!  They have way too many printers!”  He was drooling over the potential to consolidate the vast forest of printers in a pool of MFDs.  We soon discovered, however, that the reason they had a printer on just about every desk was because they were using an application that required a serial (non-networked) connection.  There was no alternative application for their workflow and so they were stuck with all those printers.  So for this particular customer, a 1:1 user to device ratio was the perfect solution.  The important lesson here is that we should have a clear mind when starting any assessment.  Coming out too soon with opinions on what a customer needs to change can make us look silly and cloud our vision for the real opportunities in the account.

4. Tag team:

Assessments are a team sport.  In my early days of doing assessments I would do them “solo” and I learned the hard way the error of my ways (by “hard way” I mean I lost a few deals…).   My most successful assessments have been done with two people.  One person using the tablet to do floor mapping and to gather device specific information, and the other person with eyes-up to observe user workflow and to ask/answer any questions.  Interaction with the people in the office is essential, as well as looking for paper stacks sitting on trays or in recycling bins.  Looking for “waste pages” or less than optimal printer placements will go a long way to ensure your assessment turns into solutions that sell.

5. Data Validation:

Nothing loses more customer faith in your assessment than them pointing out errors in your data sets.  They will go out of their way to invalidate your findings and it is your job to make sure they have nothing to go on.  Clean data sets impress and ensure that all your hard work is worth it.  Work hand in hand with your customers to ensure they sign off on all data sets before you present any findings.  When a customer agrees on all current state costs, volumes and device counts up front your presentation of current state findings and future state recommendations will be much, much more successful.  Any good carpenter knows to “measure twice and cut once.”  Make sure you’re doing the same by checking your data (and re-checking your data).

6. Make your customer help:

When I first started doing assessments I would work my butt off designing a future-state only to have to revise it several times to get closer to what is culturally acceptable for the customer.  A neat little trick I learned actually came from a customer IT Manager who requested permission to work with me on the future state design.  I wasn’t so sure about that at first, but thanks to modern mapping and future state design tools I was able to work with him through a web based screen sharing app.  When I presented the future state recommendations to management, the IT Manager made it clear that he was involved with the effort.  It was the fastest assessment selling close I had experienced up to that point.  Now, without fail, I make sure that my assessment methodology details the need for customer involvement in future state design.  When people feel like something is their idea they are far more likely to accept the outcome.

For large assessments (multiple locations, thousands of devices), it is not realistic to have the customer help with the entire future state design.  In those situations I get them to help with 10% to 20% of the future state build and get them to agree that we understand their wishes from that point on.  You will still get them feeling ownership and they’ll be your ally when presenting your recommendations.

Mastering these 6 assessment tips will help you to win more business, period.  Now it’s your turn!  What tips do you have to share that have made your assessment practice more successful?  How can you shorten the amount of time it takes to do an assessment without sacrificing win rates and overall effectiveness?   We are looking forward to your thoughts and insights!  Make sure to leave your comments and to share this with others.

For more useful information to help improve your Managed Print practice you can sign up for the Print Management Insider’s Blog.  It is filled with a ton of great content that touches nearly every aspect of the Managed Print industry and more!

West McDonald

Helping Organizations To Grow and Innovate

You've heard it, I've heard it, our clients tell us, "you're selling a commodity, all copier (MFP's) do the same thing and service is not a major concern".  Just give me your best price!

Yup, you're thinking the same thing I'm thinking after hearing that statement.  Is it time to walkaway, could it be time to drop back to your value points, should you place the price game, would you sell the system at your cost to get the revenue, or time to tell the client that "poor service is long forgotten after a cheap price?"

Ah, when you're at this stage in the sales cycle, all is lost for profit, value and your ass I grass.   Might was well to take the revenue and move on to the next opportunity.

So, what went wrong that both the seller and the buyer go to that point?  For one, there are many clients like this and no matter what your presentation is, they are a price buyer and not even the greatest sales person alive will convince them other wise.

For me, it all starts in the discovery process, that's the time that you have with the DM or the gatekeeper to mull over their needs and your recommendations.   In the discovery process we all ask this one basic question, what size paper do you need to print, copy or scan?  How many of us are asking, "understand that you need letter and legal, but can you tell what type of paper you'll be using in those paper trays?" in SMB (small to mid size business) accounts?

The reason I asked that particular question, is because I'm looking for a special application.  I want to know if they are printing onto letterhead and or checks?  For me, if I get a yes we are using letterhead and or checks, then my next series of questioning is to ask what is the security process for letterhead and checks.  Different businesses will offer up different answers, some may not be concerned with missing letterhead paper, and but most everyone is concerned with missing checks!

Lockout Feature

This entire scenario leads me to present a lockout feature, a lockout feature is something another vendor does not offer or isn't aware that the client has a need for my lockout feature.  In this case the lockout feature is tray paper locks, nothing fancy, nothing expensive, however, I was the only rep that dug deep enough to find  a pain, want or need.    Thus, the odds of me winning the order goes up dramatically!

Just the other day, Czech (P4P member), posted a comment that his Canon device allows him to edit a scan at the MFP, before that scan is sent off to the scan repository.  I can't do this with my Ricoh's, thus Czech has a lockout feature, he just needs to find or convince the client that they need that feature. If he does, then he's won the deal!

You may be thinking, darn,  the MFP's that I sell don't have options for paper tray locks.  Hold on their, I used the paper lock lockout feature because  the paper tray lock is an accessory that will work on most copiers.

Take the time to know as much about all of the features of the devices that you sell, and if you do, I will guarantee you that you'll sell more copiers because you'll have more of those "ah ha" moments from probing and listening to your clients needs.

BTW, take our copier accessories survey here to see what other third party "lock out" features there are.

-=Good Selling=-

Jason, this right be right up your alley!  Even though it's ten years old there's a thread about Reynolds & Reynolds.

I recently had to take my car in for service.  I was astonished that the dealer was using yellow card stock for the first order ticket and when the service was complete, there were an additional, four sheets of paper generated, yup that's a total of five pages for every repair!

Ricoh Forms New Worldwide Division Dedicated

Throughout my career as a copier sales rep, I was always frustrated by the perspective that copier sales reps were not viewed upon positively like other professionals — accountants, engineers, financial planners, marketers – and instead they were viewed as lone wolves, undisciplined rebels, spoiled brats used car sales reps who functioned independently of the rest of the organization.

I believe most of my own success inside the office equipment world was deeply rooted inside one word... TRANSFORMATION. Those close to me know every three to four years as a sales rep I would completely transform my sales approach, my sales methodologies and business acumen in order to stay one step ahead of my competitors. I acknowledged continual education, self-learning, seeking mentors and asking for advice was the norm in order to achieve my personal set of goals.

Its 2016! It is time for transformation inside the sales departments of copier dealerships. Sales reps are contending with an increasingly competitive marketplace, an ever-expanding range of products and services, new channels of customer engagement and an expanding list of competitors. The power has shifted from sellers to buyers, who are better informed, better educated and always connected to a world of opinion, advice and information, all thanks to Google, mobile and social technologies. Now the customer controls the conversation. As copier sales reps we now must adopt a 21st century approach to the sales profession.

As much as technology continues to change, the sales process and tools we use as sales reps have seen massive changes. In my opinion, Google, LinkedIn, Twitter and all the B2B social platforms have forever impacted the sales profession like no other piece of technology or software over the past 25 years. Whether you believe it or not meet your new best sales friends...

The 21st century sales team needs to rethink its selling process and align it to that of the buying process. In order to do this, there must be a fundamental and renewed focus on driving tighter alignment between people, process and available technologies.

I say take the old school foundations deeply rooted inside the copier channel and modernize them to align with today's modern buyer's journey...

Why has this happened - The Changing of the Buying Process

Over the past 10-12 years, we have seen a dramatic transformation in the buyer’s journey. More dramatic changes have occurred in recent years. Buyers are in control of when and how they access information during the sales process. According to Sales Benchmark index, “Today, buyers are 69% of the way through their journey before they contact a salesperson.”

Attention copier sales departments... If the executive buyer is 69% of the way through their journey before they contact a sales rep, then as sales professionals we must place and position ourselves in the world they are now living in. Adapting to social selling platforms such as LinkedIn allows sales professionals to gain the attention of the new buyer in a competitive market. Social selling is the method in which sales reps identify prospects, nurture them, share relevant information and generate a sales pipeline. This pipeline I like to refer to as the relationship funnel. According to Forrester, “100% of B2B decision-makers are on social media for business purposes.”

With the buying world changing, copier sales reps MUST position themselves to be able to tell their story in a digital world.

Here are a few things to give thought to.... according to OgilvyOne from The Future of Selling, "The buying process is changing faster than sales organizations are responding"

According to Forbes, "78% of salespeople using social media outsell their peers" 

Copier sales reps must adapt to modern techniques to help build their sales funnels. The concept of developing warm calls through being social and engaging prospects with relevant information is a critical step in building net new business opportunities to help solve business problems.

I stress, LinkedIn and all other social platforms is a tool not the “magic pill”. Sales departments must transform as well. Adopt and adapt is critical in creating a new mindset and skillset to maneuver through the ever-changing sales journey.

Integrate "SOCIAL" into the sales process

A special shout out to Jack Kosakowski as he addresses the social selling process extremely well.

Effective use of LinkedIn before, during and after the sales process is critical in growing new business opportunities. Here are some simple ideas to help you stay focused

Before the Sales Process: Build your relationship funnel, communicate and engage with your connections, start to become a resource to take from online conversations to offline conversations which result in sales meetings.

During the Sales Process: Connect with key stakeholders, decision makers and influencers; engage with industry resources to stay top of mind and relevant.

After the Sales Process: Go deep and wide within accounts to expand and nurture relationships, set the stage to cross-sell your services, grow your referral base. Most importantly, build a social fortress around your current clients.

Let's all keep an open-mind and accept the fact selling today has changed. Adapt and adopt will be the key to future success as a copier sales rep.

What does this mean for management?

First of all, we must not lose sight of what it means to practice. Where would professional athletes be today without their managers and coaches incorporating practices to perfect their skillsets?

Sales managers must foster a culture of practice as well. Sales reps must not lose sight of:

• How to prospect and set appointments in order to generate new business opportunities
• How to overcome objections when speaking with executives
• How to create differentiation to set themselves apart from the competition
• How to think like a business person
• How to develop their business acumen
• How to tell their story in a digital business world

Building your sales core around prospecting and the phone will greatly aide in your ability to kick start conversations online, build relationships online, position yourself as a subject matter expert online and how you drive these to offline meetings in order to drive sales revenue; will be the keys to sales success in today's modern business world.

If you enjoyed please share your comments. Look forward to connecting and starting a conversation.

Check out more at the Social Sales Academy blog site.

Be on the look-out for upcoming special announcements from the Social Sales Academy!

Please enjoy my other posts on LinkedIn Publisher and on SlideShare

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

A few weeks ago I had a conversation with a net new prospect in reference to additional print samples that they would to see.  In this case they wanted me to access some files from their FTP,  and gave me a list of substrates (paper) that they would like to see the samples printed.  The last part of the conversation with the person in charge of the gathering process was, "feel free to add something else that would provide a WOW factor". 

Geesh, I thought, you're leaving it up to me to be creative?  This is going to be awesome! 

Over the last couple of days, I spent quite a few hours printing those samples from one of our devices with a Fiery.  The Fiery was required since the firm was a high end architecture firm that had their own marketing team and needed exact color matching.  Impose, compose and the graphic arts package was not desired.

Thus, there I was muddled in a mix of five different types of substrates (paper) and I had to print seven different files on each type of paper. I think it ended up to be 35 different print samples.  Ah, the hoops that we will jump through in order to secure the order! 

Now, was my time to shine. I figured that I would go the extra mile and give the prospect not only what they asked for, but an additional three samples of every print file.  Maybe, it was a little too much, however I needed to make sure that our effort outshined what the incumbent would offer.   The three additional samples would be different print settings from the Fiery. 

WOW factor

Finally, I was down to the "WOW" factor!  Since our configuration of the copier/printer device did not have a booklet maker, nor a folding option, I wasn't able to present some fancy folding options or a booklet. In addition, I was limited to the different types of paper (substrates) that I had available. 

When looking through the additional print options that I had available with the Fiery, I quickly came to the conclusion that there wasn't much I could present with the Fiery that would give that "WOW" factor.  One feature that I did see on the Fiery was the mirror image. From past experience this could be one of those WOW factors because Architects will sometimes have the need to see a rendering from a different perspective.  The mirror image would give me the "reverse" view of the building that was on one of the print samples.

But, after the mirror image feature, I was at a loss for something else!  I didn't think that the mirror image would give me enough of that WOW factor. 

After 37 years in this business, I'm an expert with the copy features.  I also thought about the competition and pretty much would bet the ranch that they don't know their system as well as I know mine.

OLD School

Thus, I turned to the copier platen (old school), using the prospects print samples I produced a black & white copy of one print file, then used the negative image feature to turn the white image to black, and the black image to white.  I was wowed with the result and thought,  hey, this may just work.

I then added  a custom print stamp on another document with "top secret", used another custom print stamp with the firms name, and also offered up the stamps in different colors. My last copy feature was the direction magnification feature, this is a feature that allows you to stretch and reduce the image from the "x" and "y" axis. I stretched the image for the long edge of the paper and then reduced the image for the short edge.  The end result was a full color rendering of the print sample where the image was increased to 17 inches on the long edge and reduced to 4 inches on the short edge. 

Three hours later I was able to deliver the print samples,  I started with the WOW factors and I could tell the prospect was excited that our system was unique and different.

I don't have the order yet, however I'm sure we're in an excellent position because of the time, the knowledge and the effort that was put into their print samples. 

Thinking back to a recent sales meeting, where we had 18 sales people, I thought how many of them would know about these copy features and then how many of them would even care about these copy features.   Out of those 18,  I figured there were only four of us that could demonstrate any of those copier features.  Of those four, two were in their forties and two were closed to sixty years old.  OMG, old dogs don't need new tricks they just rely on the tried and true practice of knowing their products.

-=Good Selling=-