MFP Copier Blog

K, so I'm a fan of selling, whenever I come across a blog or an article about sales, I'm all in for learning something new. 

On  Friday, I ran across this The Danger of Using Legacy Sales Techniques in 2017 .  Personally, I'm sick and tired of reading sales/selling articles from people that don't have end user sales experience.  Go ahead check out this persons LinkedIn bio here.  I'll admit the bio is impressive and he seems to be a successful and great person,  however where is the damn sales experience?

Is hard closing a bad thing? 

What exactly is hard closing?  If it's asking for the order more than twice, then I guess most of us that are successful are hard closers.  You don't have to be pushy or rude to ask for the order on your timeline.

ABC

Delving deeper in to the blog, I also disagree with "Why always be closing doesn't work anymore".  Closing comes in many shapes and forms in sales, you could be closing for the next appointment, or performing a trial close to see if the client is truly interested in your product or service.  Heck, when was the last time you walked in an office and the CEO or buyer stated, "OK, I want to buy from you, write it up and I'll sign it"!  Uh, never happened in my thirty six years of sales.

I understand that the process of sales has changed, we as sales people need to educate the buyer, find their pain, and provide data that will help the buyer make their decision. 

What pisses me off the most is that the writer has not clue about selling on a daily basis.  The ups and downs, those clients that call you in, along with six other vendors and then leads you down a path that never ends.  Countless follow ups, emails and phone calls go unanswered.  Eventually we get the hint and we go away. This is what you get from being wishy washy about closing. 

Rude Closers

Now, I do know some "rude" closers, and I'm sure most of us do. I have no stomach for those sales people that lie, cheat and steal to get an order.   I ran across an existing client the other day, that stated she hated the sales person from "XYZ", because they pressured her that she has to order NOW.  Instead of the writer using "hard closers", maybe he should have used "rude" closers.

Why We Need to ABC

What I can tell you is that we always need to be closing. Whether it's for the next phone call, the next webinar, or the next meeting.   We have to take the client to that next step, why not close for a demonstration of your products or services.  Why not schedule that next webinar, why not ask if they are thinking about leasing or buying.  These are legit trial closes.  If you don't ask, you don't get. 

I wonder if the writer of this blog ever had to make a sale in order to keep the lights on, make payroll or feed the family.  From the looks of the bio, I'm guessing no. I'm tired of people who have not sold a thing in their lives stating that if you're a good closer (hard closers are good closers) that you are ruining your personal reputation and ruining your brand.

Personally, I would rather read blogs and articles from sales people that are "living the dream" and helping me with information that will help me close more orders. 

I'm not an order taker, I'm a sales person. If that's the definition of Legacy Sales then I guess I'm it.

-=Good Selling=-

It's been while since I posted the last one.  Now that I have a little more time, I'll be back to posting this series one a week.

There's a thread below titled "Who Needs 11x17?".  It's been ten years now for A4 devices and I feel that most manufacturers have held back from developing advanced A4 devices.  When it comes down to it, it's all about profit and the manufacturers don't want to ruin there A3 business.  Come to think of it, none of the manufacturers are really killing it with A4. Wonder why that is?  My first thought would be collusion.

Anyway below are the popular threads from ten years ago this week!

Kyocera Mita America's New Line Of Color MFPs Receives Prestigious BERTL

Making promises and keeping them is a great way to build a brand

Seth Godin

I ask you to think about these two words "broken promises" and what it means to you and to your clients.

Many sales reps are extremely casual about making promises. As a result, their promises are quite often made at the drop of a hat with no thought behind the long term impact. “It has been awhile let’s do lunch,” “I’ll call you later,” or better yet “Let me do some research and get right back to you” are all examples of throwaway promises seldom kept.

When you break a promise, no matter how small it may seem to you, alarm bells aren’t going to go off but think about your reputation. How do you feel when someone else breaks a promise to you or gets caught in a lie?

YOUR WORD IS YOUR BOND, YOUR REPUTATION!

Personal integrity as a major account copier rep is both expected and valued. Every time you give your word, you’re putting your honor on the line with your clients. This implies your clients can place their trust in you as you value integrity and would never let them down, RIGHT?

This goes without saying if you don’t live up to your word, you may end up tarnishing your credibility, damaging your relationships, and defaming your reputation. Most importantly, you’ll be letting yourself down while placing your relationship with your clients at risk.

Broken promises... Isn't that what you say? Think about it the next time you make a promise to one of your clients. Please make sure they are not promises in the dark!

A MAJOR ACCOUNT COPIER REP

As a major account copier rep, you are a vital component to your dealership's sales force. On behalf of the dealership, you represent their largest accounts and are responsible for supporting, managing and growing the strategic relationships within these accounts.

I encourage all major account copier reps to set aside some time and think about the promises you have made to yourself as well as to your current clients. You may want to check out Why Having A Business Plan Is A Must For A Major Account Copier Rep

3 PROMISES MAJOR ACCOUNT COPIER REPS MUST MAKE TO THEMSELVES AND TO THEIR CLIENTS

PROMISE NUMBER ONE - HAVE CONSISTENT TOUCH POINTS WITH EACH CONTACT INSIDE THEIR ACCOUNTS

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.

In 2017, 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.

PROMISE NUMBER TWO - CONDUCT MONTHLY SITE VISITS

Major account copier reps must become visible inside their accounts. Monthly sites visits is a necessity as part of building a fortress around your major accounts. Think about diversifying your relationships and establishing consistent communication patterns during these visits.

As these visits are conducted look to engage in quick conversations with key contacts and stakeholders. Look out for potential opportunities and or issues which can then be brought up in your quarterly business reviews.

Becoming wildly curious about your client and their customers during these visits as this may open many more possibilities for engaging with and potentially solving problems which would otherwise may have been missed.

A great major account workshop was had by all...

PROMISE NUMBER THREE - CONDUCT QUARTERLY BUSINESS REVIEWS

The more value you demonstrate the more strategic you become to your client. Consistent quarterly business reviews creates top of mind awareness and serves to create engagement. Goals for these reviews...

• Develop your relationship from vendor to partner
• Reinforce the value the customer is getting
• Review/set goals
• Establish your standing (How are we doing?)
• Capture and reinforce successes

As a major account rep this is to reinforce your promise. The promise you made to them when they became your client.

WHAT IS IN IT FOR YOUR CLIENT?

• It's a progress report on how you and your dealership is doing

• It's an educational opportunity as you provide overview of performance, trends, and expenses

• It's an opportunity to discuss improvement ideas

MODERN MAJOR ACCOUNT BUYER'S HAVE CHANGED

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 copier 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.

It is the promises you make that will make you or break you as a major account copier rep. As Ashley Welch of Somersault Innovation, says, "Start with them, not you." 

See you at the next major account workshop in April!

I get where you all are coming from. I have walked a day in a life of your shoes.

Your comments, likes and shares are greatly appreciated.

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

Ok, today was the day that the straw finally broke the camels back!  I just ran across an article titled "How to print content in black & white colors on Microsoft Edge". I was expecting to read about some printer or copier that was capable of printing the color white. What I wasted my time on was an article on how to print black from Microsoft Edge.  

White is still a color the last time I checked.

In fact the writer of the article stated that in order to print black you need to select the "monochrome" selection from the drop down menu. (Monochrome describes paintings, drawings, design, or photographs in one color or values of one color.) Got that from Wikipedia.

In addition over the years, I've seen many copier proposals that state "black & white" copier!  If a copier was able to produce the color of white, the copier would then have a black and a white toner cartridge!

The next time I run across a competitive proposal for a black and white copier, I'm going to tell the prospect this.  "Mrs. or Mrs. Prospect, are you aware that XYZ company is proposing a copier that copies in white and black?, Thus where is the cost for the White toner?  Did you want a copier aka MFP that copies in white?"

I probably won't pose it that way, but you can bet every dollar that I will expose that sales person for being a dumb ass with their products.

Come on reps, our SMB MFP's can only print one single color, and that's black. In fact our color SMB MFP's can't print white either!  Just wanted to let out some steam about how things seem black and white with copiers,  when they really aren't.

-=Goof Selling=-

Office Technology sales bullpens everywhere are filled with sales reps who complain about everything from leads, to their comp plans, too much paperwork, losing deals based on price; you name it they will find something to bitch about. You could say it’s a completely natural part of the sales culture and comes with the territory.

While some complaints may be legitimate, you won’t hear the best sales reps inside dealerships complaining since they are too busy focusing on finding solutions. Venting makes sales reps feel better, but it rarely helps your numbers and the top sales reps understand this well.  

MAH-JONGG, MY GRANDMA AND COMPLAINING

Listening to copier sales reps gripe and moan reminds me of my youth and the summers I spent in New York City with my grandparents. The only thing worse than copier sales reps moaning is having to watch four old Jewish grandma's playing mah-jongg complaining about all of their ailments.

For those not of the Jewish faith and wondering, "What the heck" follow along with a little twist from an old Jewish comedian Marty Allen.

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

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

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

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

COPIER SALES REPS AND YIDDISH WORDS

My grandma would always tell me...

Quit your kvetching and get over it

5 YIDDISH WORDS THAT REMIND ME OF COPIER SALES REPS

Tuches - Get off of your lazy butt and start to prospect!

Shamatta - You come to work wearing business attire but your online appearance looks like you are wearing Shamatta or ragged clothes.

Bupkes - When you can't upgrade 50% of your lease base and you haven't prospected in months.... You have put in very little effort into developing new business so you are left with bupkes at the end of the month... nothing!

Shpilkes - Walking into a net new meeting with a C-level executive without being prepared and they notice you have shpilkes... nerves!

Shmendrik - Major account copier reps with inflated egos who haven't prospected for months, OOOPPPS I meant years are Shmendrik's, fools!

Bonus Yiddish word for all copier sales reps...

Spiel - When you meet with a new prospect they don't want to hear your spiel... Your long winded sales presentation. Make it about them!

BEST ADVICE FROM MY GRANDFATHER

My grandfather was a self-educated man. He had to drop out of school early in life to help support his family. He always stressed to me you got to have "Chutzpah" to succeed out in the real world.

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

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

I get where you all are coming from. I have walked a day in a life of your shoes.

Your comments, likes and shares are greatly appreciated.

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'm all in when it comes to an educational event, especially when it's at The Grand Floridian located in Disney World. I'm also a big fan of getting out of cold and damp North East in late March.  Maybe think about booking a few extra days and make it a mini work vacation trip.  The BTA rate for the Hotel is pretty incredible.

Reason One:  BTA is offering two for one registration for BTA Members.  Thus two attendees can attend for the price on one.

Reason Two:  Where their is mystery there is.... a surprise guest speaker for the keynote address. We all love surprises right? 

Reason Three:  The Education events, these are those awesome 45 -55 minute blocks of time where we get to hear from the likes of Bob Goldberg, general counsel, for BTA (Industry Updates).  Jack Duncan, director of the REACH Leadership Academy, BEI Services (Reducing Parts COGS). Gil Cargill, owner, Cargill Consulting Group Inc. (Turkeys & Eagles Both Have Feathers). Larry Levine, social sales strategist & co-founder, Social Sales Academy (Building a Major Account Strategy). Mark Hart, director of business development, Access Control Devices Inc. (ACDI) (The Future of Mobile Printing). Lindsay Kelley, president & co-founder, Prospect Builder (Marketing & Sales – You Need Both to Compete Today). Ed McLaughlin, vice chairman, Innovolt, & CEO, Valderus (Adjacent Opportunities).  You can read more about their talk tracks here.

Reason Four: Disney World!  Especially the Grand Floridian Resort! There's special seating area at the Grand Floridian that overlooks the Marina with an excellent view of Cinderella Castle at the Magic Kingdom.  My wife and I just enjoy relaxing there at night and waiting on the fireworks display.  It's never a bad thing to relax especially on warm nights. My buddy just called me from Florida and stated the tem was 84 degrees. I'm jealous!

Reason Five: When you register for the BTA Spring Event, please shoot me an email apost@p4photel and we will comp you a six month Premium/VIP access for one year! Premium/VIP Membership will get you access to all of the forums, price quotes, leads and blogs! 

Let's not forget about all of the awesome vendors, the chance to collaborate with your peers, and develop new relationships with other BTA members and or vendors.

We'll see you at the Grand Floridian on March 24th and 25th, please shoot me an email and maybe we can get together by the Marina!  BTW, here's the link for BTA Spring Break Event.

-=Good Selling=-

What we see is only visualized after our mind translates the image. In business, our actions can easily be highjack by what we conditioned ourselves to see. Why is it that some can look through things and some only see things as painted with no interpretation? I remember years ago there was a poster the picture was a bunch of squiggly lines. As you stared at the picture squinting your eyes just right, the squiggly lines would come to life as a recognizable image of a person or thing. It seemed every office had these posters hanging in the breakroom.

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

 Organizations or industries become victims of obsolescence when they refuse to look through, over, and under what is presented as an absolute. Companies can be so stubborn to what was, it becomes their what is. I was listening to a webinar recently where industry leaders were discussing a threat from a disruptive competitor. First, I would say collaborating with peers in times of disruption is a must. However, when the collaboration becomes a cheerleading session for the past, those trying to get to the future will be sounded out by the noise.

“When you’re stuck in the past run from its cheerleaders, to those with an opposing view of the future.”

 When collaborations purpose becomes a sounding board for status quo reinforcement, the collaboration then becomes a reunion. Reunion's brought us up to date on what happen in the past, and Collaboration should be about what can be better or new. As I thought back on this webinar what I didn't hear became more important than what was said. The collaborators all recognized the disruptor as a competitor. A fatal mistake. Disruptors do not see themselves as competitors they instead see themselves as creators of a new way. Disruption changes the game and with its success the legacy players fight for survival, while the disruptor becomes the customer's choice. No industry or organization can force a client to stay in the old way, and when they believe they can obsolesce is their future. I call this the “Taxi industry syndrome” Yes some Taxi organizations will still pick up and deliver customers, however, the how, and the means will definitely be a new model. Industries are disrupted when the monetization of the old way is no longer relevant in sustaining the new way. When this happens, the old business model is destroyed and replaced by that of the disruptor. Disruptors change the business model forcing the implosion of the legacy model.

“Innovations come from what others didn’t pay attention to and destroys those who refuse to accept there could be an alternative way.”

 Recently we all read where Amazon Web services have become the world’s cloud leader. They went from the laughed at competitor to the disruptive leader. Cisco and others saw Amazon as a weak competitor they could easily win against. Amazon had no intention of competing their goal was changing the game. The legacy players needed to adapt if they did maybe they could have challenged Amazon instead of falling to them. Amazon ignores the legacy ways and reinvents the means; Amazon understands that replacing the past with the future is more rewarding than being a competitor fighting to be the best of the past. With today’s technology being the biggest last one standing in the ways of yesterday can be a shorter than ever tenure. Organizations must include adaptation in their vision. The future used to be a quest. Today the disruptor brings the future to the present while the competitors of the old way fight themselves for relevancy of the past. 

 When fighting disruption, the conversation must start with this question. What is the worst that can happen? Without the ability to understand how we could be defeated. We are at the mercy of those who plan and execute our defeat. Many industries will be challenged in this new century. Today’s corporate threat is not a competitor it’s the disrupter which is fueled by technology and driven to innovate. The disruptor changes the means to the result, and when the customer accepts the changes, the old way dies.

R.J. Stasieczko

I wrote this back in 2012 and thought this would be a good blog to re-post. I've also freshened it up in order to keep up with the changing conditions of our industry.  Please feel free to reply with comments.

1.  I had the unique experience of catching a dealer principal back in '98 with many un truths.  It didn't take long for me to have no respect for the dealer principal nor the company.  Within nine months I was outta there along with more than nine million dollars in revenue that I generated since that time.  Speak the truth, and don't BS salespeople.

2.  If you don't have a President's Club trip in place, I would highly recommend that you start one.  We reps love nothing more than being the top dog or one of the top dogs each year.  Time away, especially when the company is picking up the tab is a great incentive to keep those top producers. Also, plan it for 5 days, yup that's right and make sure it starts on a Monday!

3. Check and approve the commission form before the new system or service is installed, this way if there is a discrepancy it can be resolved before the pay period or the install.  This will also help the sales person too see exactly what they are getting paid and they can then "count" x amount of funds in order to pay their bills.  Side Note:  Over the years I've been amazed at the amount of people who think our commission money is extra money, mad money or our slush fund.  Get a grip people we use our commission money to pay or bills and support our family.

 4. Get your reps a monthly commission report at least 10-14 days before commissions are paid.

5. Go through your pricing guides and eliminate the mistakes, and update your pricing guides as soon as a new system or service is launched.  You're paying your people to sell, then why have them waste time with in-correct pricing or information that is WRONG.

6. Every once in a while "throw your top reps a bone", whether it's a dinner for two, a gift card or just plain old cash. Better yet, give them a call and TELL them that they are valued members of the company and you appreciate their loyalty.

7. Do your reps get vacations, if so offer your top producers that you will lower their quota when they take a vacation. Thus, it is a true vacation for them. Example: Rep takes a week vaca and the monthly quota is 40K, you then reduce their quota for that month to 30K.  Your top reps will still produce because they have pride and always want to be the "top dog". 

9. DO NOT micro manage your top reps, they did not become your top reps because they were micro managed. If they have to be micro managed they are not worth the time.

 9. Support them with a lead program, these top producers have the most accounts and do the most work with managing customer emails, phone calls and follow ups.  Compare this with new reps that really don't have many accounts to manage and all they have to concentrate on is getting new accounts.

It's plain and simple, you may not hear it from your top reps, but I'm telling you that if you're ignoring them and don't have any empathy for your reps then they will leave you!

-=Good Selling=-

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. 

Of significance is gaining return access to those same executives over and over again as this becomes the real sales art form. 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. 

I encourage all major account copier reps to read Insight Selling by Mike Schultz and John E. Doerr. Through their research they share what sales winners do differently. Major account copier reps who are winning walk, talk and act like the people they are selling to.

According to their research with executives, the top three things winning sellers did most differently from second-place finishers were:

1. Educated them with new ideas and perspectives
2. Collaborated with them
3. Persuaded them as this would help to achieve results

"Most people fail in life because they major in minor things"

Tony Robbins

WANT TO GROW MAJOR ACCOUNT SALES?

Successful major account copier reps build a strategic plan to develop new accounts while building a fortress around their current accounts. With daily precision they are on guard, protecting their vital assets (no not their lease portfolio) their ability to teach, tailor and take control of their own destiny as they explode past their quotas.

Ditch the Pitch! Explore the challenges your prospect faces, the goals they need to achieve, how they plan to get there and when it needs to be achieved by.

WANT TO CRUSH YOUR SALES QUOTA AND STOMP ON YOUR COMPETITION?

SUCCESSFUL MAJOR ACCOUNT COPIER REPS CRUSH THEIR QUOTAS BY TRIPLE MAJORING IN THEIR BUSINESS

They make great use of...

CUSTOMER RELATIONSHIP MANAGEMENT SOFTWARE

Successful major account copier reps appreciate their CRM as this allows their sales data to be stored centrally and delivered to them in an easy-to-follow format allowing them to monitor current client and prospect information. They don't view this as another "sales tool" or just another way for management to police their work.

Sales reps saw productivity increase by 15% when they had mobile access to CRM applications.

Top major account copier reps organize their daily schedules through their CRM and prioritize tasks to make sure customers are not ignored. This insures their key prospects are contacted on time. This alone helps to boost sales performance. They understand their CRM is the hub of all customer and prospect information. This provides them clear visibility into their current clients, their prospects, contacts, leads, tasks, events, notes and documents.

Successful major account copier reps hold themselves accountable to the activity inside their CRM.

• What kind of activities have they engaged with on a daily, weekly and monthly basis? Was it phone calls, emails, social touches, networking events or other activities?
• How many of these activities opened up conversations?
• How many of these conversations led to selling opportunities?
• Of these opportunities, how many follow-up activities did it take to move the opportunity to the next stage?

They make great use of...

CONTENT

We can all thank Google and the internet as buyers have the ability to research and make buying decisions independent of communication with sales reps. The internet has changed everything from how buyers communicate to how buyers learn and more importantly how buyers are influenced.

Successful major account copier reps recognize this as they not only engage the new digital buyer but align their online and offline resources to the buyer journey.

Top reps realize there is a new era. The era of the empowered buyer has forced them to change within the laggard sales world they live in, the copier industry.

Successful reps realize the one critical part of addressing the new buyer’s journey is not merely creating digital tactics, but focusing on how they engage prospects and even clients once they engage digitally. They realize if they can't add value beyond the information buyers can find on their own then the buyer has no reason to engage with them at all.

SUCCESSFUL MAJOR ACCOUNT COPIER REPS CREATE ALIGNMENT WITH THE DIGITAL BUYER BY GOING DEEP SEA FISHING

"Top major account copier reps have learned to become digital deep sea fishermen and content is the bait on their hook"

My friend Jack Kosakowski says it best, "Content drives value, value drives conversation, revenue is a result of both of these combined once you go offline."  Content includes blogs, social posts, videos, webinars, white papers and more. All the content your company produces to engage customers is marketing collateral which can then be used inside the sales process. Posting content online (LinkedIn as an example); the most important thing to remember is you are opening up a conversation.

THE NEW MODERN SALES EQUATION FOR MAJOR ACCOUNT COPIER REPS

Deep Sea Fishing + Content / Learning x Conversations = Increased Sales Opportunities

SirusDecision site, the number one reason why sales reps were not meeting their numbers was, “Their inability to provide insight into a buyer, adding value and starting relevant conversations.”

They make great use of...

CURRENT CLIENTS

Top major account copier reps leverage their clients and ask for help! Wouldn't you agree a warm lead is better than cold lead? Referrals from happy clients are about as warm 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.

I find this crazy....

You bust your ass for your clients then why on earth would you not ask them to help you grow your business?

Learn what nex gen major account copier reps are doing here at the Major Account Sales Workshop.

TOP MAJOR ACCOUNT COPIER REPS SET ASIDE THEIR FEAR AND EGO AND ASK FOR HELP

We all face rejection in sales. It is the fear of rejection which plays a role in a sales reps reluctance to ask for a referral. Asking a client for a referral opens up potential negative feedback or "no's," and as a result, sales reps avoid it in order to keep their relationship positive. You work your ass off to help keep your clients happy, therefore; top major account copier reps have earned the right and have no problem asking their current clients to help grow their business.

“Word-of-mouth referrals stem naturally from an unparalleled customer experience that fosters clients’ identification with your brand."

Shawn P. O’Connor, Stratus Prep [source]

What major account copier rep doesn't have a big fat healthy ego? We have been trained to believe we can sell in the face of adversity. This is true as we have to in order to be successful, as we believe our sales method is the best and we can sell without any help. The notion of sales reps as lone wolf hunters means we are reluctant to ask for a referral as a referral is asking for help which depicts a potential sign of weakness. Top major account copier reps are comfortable in their own skin and ask for help.

TOP MAJOR ACCOUNT COPIER REPS REMOVE ALL OBSTACLES

In today’s highly competitive and highly connected business world, major account copier reps have to realize they serve a completely different function than their predecessors. Legacy major account copier reps who only serve as sources of information will find themselves unable to compete with nex gen major account reps who serve as translators between the generic information available online and the unique needs of the buyer.

Major account copier reps stay thirsty! They teach, tailor and take control. Even the most interesting man in the world agrees.

I get where you all are coming from. I have walked a day in a life of your shoes.

Your comments, likes and shares are greatly appreciated.

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

Looking back, 2016 was one heck of a year with our industry.  Lexmark was purchased by Apex Technology Co., Ltd (People Republic of China).  Who would have guessed that? 

Sharp Corporation lived to fight another day when Foxconn (Taiwan aka Republic of China) acquired them earlier this year. Then just a few weeks ago Print Audit purchases NeoStream (document management software company). Of course we then have the purchase of Samsung Imaging Division by HP.  We can only wonder what's next for our industry and it continues to evolve and condense.

Last years Top Ten MFP Copier Industry Predictions for 2016, had some prognostications come to fruition with Niche Printing Devices, acquisitions of smaller office equipment dealers along with Seat Based Billing for Managed Print Services.  However, most of the predictions did not pan out, because many of them are intended to be entertaining or a "what might happen scenario".  I enjoy writing these and please keep in mind that these predictions are intended to be more entertaining than factual.  But, you never know what tomorrow will bring.

1.  With Print Audit leading the charge with the purchase of NeoStream, the market is ripe for the likes of Ricoh, KonicaMinolta, Canon  and Kyocera to acquire document management software companies.  Own the digital documents. 

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

3. 2017 will be a big year from Color Label Presses.  Office paper clicks maybe on the decline, however Full Color Labels Presses from the likes of KonicaMinolta and Muratec will be a hot commodity and offer excellent profits for office equipment dealers.

4. Acquisitions of smaller office equipment dealers will continue to expand.  Look for some of the larger Mega office equipment dealers to make some strategic purchases.

5. Last year I called for Ricoh, KonicaMinolta or Kyocera to purchase KIP. It didn't happen.  But, it's still a good move for any these manufacturers to make the deal happen, since the AEC Market is still paper intensive.

6. Either HP, KIP, Ricoh or OCE will market the first wide format MFP with an automatic document feeder.  AEC users still need to scan legacy prints, and the added feature of a document feeder would generate many upgrades of existing devices.

7. MFP manufacturers will continue to add apps to their devices.  The apps will be designed to automate scanned paper document workflows.  These apps will compete directly with the likes of Nuance, AutoStore and Ecopy.

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

9. HP and Samsung Copier Dealers will not be a marriage that was made in heaven. Look for many changes to that channel.

10.  Keywords for 2017; Seat Based Billing, Industrial Wide Format, Risk Mitigation, and Automate Processes

There it is, my predictions for 2017!  Remember to have fun with this, maybe even think up a few of your own and post them in the reply section.

-=Good Selling=-

Traffic, what traffic?  That was the first thought that came to me once I entered the on ramp for the Garden State Parkway.  There was no traffic, which told me that Friday was going to be a get away day for most.

After arriving at the office, I downed my first cup of coffee and got to work.  Since it was the last day of the quarter, the year and the month, I knew my chances were slim to none today.  My only course of action was the follow up for the $25K net new op and the existing client that called yesterday and needed three devices.

First up was the existing client, got a hold of my prospect (gatekeeper) and I was informed that the DM did not come in the office yesterday and had not arrived at the office at this time. I asked what time the DM was expected and my prospect told me that he wasn't sure.  "Ok, I'll give you a call before the end of the day", is where I left that one.

Now for the net new $25K deal, remember this is the deal where the DM stated that he will have an decision for me on the 21st about midday.  After three phone calls and two emails on Wednesday & Thursday there was no response.  But, I still had today, maybe he was busy, maybe he needed more info, maybe they delayed the decision, all of these were possible.  However, my gut told me that something was wrong because there was were no calls or emails.  On previous attempts before presenting our proposal, there were no issues with the client responding with either a call or an email.  Thus, the call was made, and like the other calls from the last two days, I was directed to email.  The client is screening his calls, saw my number and directed it right to voice mail. 

At this point, I'm pretty sure that my aggressive proposal was probably used to whittle down the incumbents numbers.  The client just doesn't have the decency to call me or email me. I'm a big boy, I can take it.

So, the quest to hit the $200K number fell short.  It happens, sometimes you eat the bear and sometimes the bear eats you. 

Is there anything I would have done different?  No, I prospected as best as I could, I really didn't lose much in my pipeline, just that a few of those opportunities did not pan out to be in the time frame that I needed them to.  The bases were full, I had the chance to get to the plate, but just couldn't get the run home. I could see if it was the last day of the quarter and year and I didn't have the opportunities. That would have meant that I did a piss poor job.  But, the ops were there. 

On the drive home, I felt really good about the year that I had. I had a crappy year last year and I set a goal for not having a another year like that one.  I don't have the final numbers but believe I increased last years revenue by more than 40%.   In addition, I believe this year was my highest revenue to date with my six years at Stratix.  Thus, I have much to be thankful for.

As of today, I'm on vacation for quite a few days over the Holidays.  The much needed break will give me time to recharge and plan for 2017. 

I'd like to thank everyone for following this blog, at times it was a bear to sit down and give a recap of the day.  I had fun sharing my content, my drive and my passion for the industry. I can only hope that I've been able to help or inspire some readers that selling office technology aka copiers can be an awesome career.

I have one goal for 2017, and that goal is to out perform 2016!   

-=Good Selling=-

Desire, Dedication and Determination is what drives sales people to succeed.  

Those  "3 D's of Selling"  is a feeling that comes from within, it's the special drive that propels us to succeed day in and day out.  You can't teach it, you can't sell it and you can't learn it. 

I developed that special feeling early in my life.  I was adopted at the age of four. Thus, I knew at an early age that someone had given up on me.  The question that kept rolling over and over was, "why, did someone give up on me?"  Hey, I was young and dumb, and did not realize that there are other reasons for giving up children. In most cases giving up a child can result in that child having a better chance to succeed in life. I was given that chance by a wonderful loving couple.

But, at thirteen years old, you're not thinking about the better life, you're concentrated on your life now. Thus, somewhere,  sometime,  I promised myself that I would succeed in something.  I had not clue as to what that would be, but I was determined to succeed at all costs.

Over the years, that special something was always there that urged me to be a winner. Try to come in first, if not, try harder the second time, and if it still wasn't working to figure it out on your own.  Sooner or later you're going to win!

The Last Day

So, we're down the last day after I write this.  Today was filled with processing two of the orders that I received yesterday. Following up with a handful of ops and weeding them out for January business.

I'm still short by $25K or so, the one op I have hanging out for $25K has opted not to return any emails or voice mails in the last two days. I was told by the DM a decision was being Wednesday.  It only takes 10 seconds to make a call or send an email, thus I'm thinking the DM either doesn't want to tell me I lost, or they delayed the decision.  I did put in a drop dead date on the pricing and I'm sticking to it, if the op comes to fruition after Christmas.

I did get a call from an existing client that wants equipment before the end of this month. I stated, "how about tomorrow?", it's the last day of my year.  Not a big order, two small A4 color printers and a 30ppm A4 color MFP.  I'll be calling the AM to see if I can close the order over the phone.

So, there is a chance to add $28k tomorrow.  I will not be sitting around and waiting for either one of those calls to happen.  My plan for tomorrow is to roll through my CRMK one more time and look for customers who could and might BUY NOW.

Amount Sold Today = $0K

Total Revenue to Date = $171.5K

New Opportunities Created Today= $5K

Total New Opportunities Created = $391K

Revenue Required to hit 200K Goal = $27.5 K

Lost Opportunity Today = $0k

-=Good Selling=-