MFP Copier Blog

"Doubts in your mind are a much greater roadblock to success than obstacles on the journey."

Orrin Woodward

The stories in our head become the stories of our lives.

The above-mentioned quote stresses the significant impact that doubts can have on one's journey towards success.

Internal uncertainties, mental gymnastics and lack of belief in oneself can be more detrimental than all the external obstacles or challenges encountered along the way.

In society and especially within many sales cultures, an image of the heart is often associated with yielding sentimentality and or weakness. However, the heart is strong and powerful, the driving force of life, one heartbeat at a time.

The heart is a symbol of strength, vitality, and resilience. It's not just a physical organ pumping blood; it's also very symbolic, the seat of emotions, courage, and determination.

In business culture, where traits like bravado and toughness are often prioritized, there's sometimes a tendency to overlook the importance of empathy, compassion, and emotional intelligence – all traits associated with the heart.

When we acknowledge the heart as a symbol of strength, we honor its role as the driving force behind human connection.

I believe your ability to succeed becomes crippled when there's an unbalanced connection with your heart. Embracing a heart-centered approach rests in your ability to stop, look inward, and reflect upon the course of action you know is the right one, rather than succumbing to external pressures and all the misaligned sales tactics.

Our heart is the absolute key to our survival. Plain and simple, if our heart stops beating, we know what happens. We're cognizant of this, so we take good care of it. We exercise, we eat healthy, and we try to avoid stress; all in the name of heart-health.

A BEATING SALES HEART

“If your goals aren’t synced with the substance of your heart, then achieving them won’t matter much.”

Danielle LaPorte

It seems that many sales organizations have become bottom line focused, and results driven. They're looking outward, as they're being led by their brain. Core values have been thrown to the waste side as money and profit have rapidly become the driving force.

While it's important to achieve financial success, this shouldn't come at the expense of integrity, ethics, or the well-being of your clients.

When there's prioritization of short-term gains over long-term sustainability, this often deemphasizes the importance of building genuine relationships with clients, fostering trust, and delivering meaningful value beyond mere transactions.

These actions will lead your customers to feel like mere numbers, and when they feel like mere numbers there's zero opportunity to build trust.

For the brain to work we need a strong heart.

What has me concerned, as I work inside many sales teams is that I find unhealthy hearts where values and beliefs are misaligned. Layer on top of this misaligned values in management and folks... this is a monumental recipe for a sales disaster.

REMOVE THE ROADBLOCKS TO GET TO YOUR HEART

"Lessons often come dressed up as detours and roadblocks."

Oprah Winfrey

As we start to unpack some of the potential roadblocks, let's look to the Merriam-Webster dictionary to help us define roadblocks.

1. A barricade often with traps or mines for holding up an enemy at a point on a road covered by fire.
2. An obstruction in a road.
3. Something that blocks progress or prevents accomplishment of an objective.

A few questions for all of you right now...

• What's blocking your progress or preventing you from selling with your heart?
• What might be getting in the way of you achieving your goals or sales desires?

Poor sales performance is due to an unhealthy sales lifestyle. An unhealthy sales lifestyle leads to an unhealthy heart.

One has a choice when it comes to roadblocks. One can remain in their current state, or one can do something about it.

Do you want to be stuck at these roadblocks and not complete your journey; however you have defined it, or do you want to choose to do something about it and continue your way to sales betterment?

What roadblocks might be preventing you from selling with your heart?

REMOVE THE EGO ROADBLOCK

“Do you know how you can tell when someone is truly humble?  I believe there’s one simple test: because they consistently observe and listen, then humbly improve.  They don’t assume, ‘I know the way.’”

Ryan Holiday

The ego is the sense we have of our self-esteem and our self-worth. When it comes to moving forward in life, Ryan Holiday, author of Ego is the Enemy argues that both in success and in failure our ego only gets in the way and holds us back.

What might be holding you back from sales greatness?

The time many of us spend in our own heads comparing ourselves to others and measuring our esteem is time that distracts us from the real work we could be doing—the work of producing our craft and cultivating our heart.

No change means no growth. No growth means a slow, downward spiraling and somewhat painful sales departure.

What the ego fails to see is that right outside of the comfort zone, is the learning zone. Time spent in this zone leads to sales magic which creates long-term sustainability.

Ryan Holiday states,

"The first step to entering into the learning zone, is to spend time understanding the ego and learning how we can remove it from our everyday experiences."

Heartfelt professionals check their ego at the door. Media and the movies portray salespeople as egomaniacs with slick-backed hair and a “do whatever it takes to close the sale” mentality. Doesn't this remind you of Glengarry Glen Ross?

While there's always some truth to stereotypes, the biggest exceptions to the rule lie within us.

In today's highly connected, digitally driven and socially empowered business world; a highly assertive, and a know-it-all mentality combined with a super-charged ego will become the kiss of sales death.

Top performing professionals, the true superstars always sell from the heart.

They're open-minded, curious, collaborative, vulnerable, open to learning and aim for trust-based partnerships with their clients.

These professionals have humility and operate without any deception whatsoever.

This is in direct conflict to the behavior of ego-driven sales rep.

A huge ego is a sales growth buzz-kill.

REMOVE VIEWING HEART AS A SALES WEAKNESS

Honoring your heart is not a sign of weakness, it's a sign of wisdom.

True power resides with listening to your internal self and finding it within your heart, as you make a commitment to clear all that stands in the way of a heartfelt connection.

Sharing your knowledge is not a sign of weakness. It's a sign of wisdom.

Your focus must be placed on how you can help your clients and future clients.

Share your knowledge, your insights and what you can do for others rather than for yourself. I guarantee no one likes a know-it all, self-centered and stereo-typical sales rep... This does not build fellowship nor your client community.

It takes internal fortitude and massive amounts of strength, for professionals to lead with their heart and not just their wallet. In doing so, they're able to connect with the emotional needs of their clients and future clients.

They understand people have the need to be valued, respected, heard and acknowledged. By acknowledging and not forgetting the human element, heart-centered professionals maintain the wisdom to positively transform their client's business by helping them to do better business, a more profitable one.

REMOVE THE LISTENING ROADBLOCK

A heartfelt connection leads to a heartfelt conversation.

We hear through our ears, but we listen through our minds.

Something magical starts to happen when you're willing set aside your sales bravado and tune into a bit of vulnerability, as you become more engaged in real, genuine and heartfelt business conversation.

What this ultimately means is that you place your clients and future clients front and center in your conversation.

Question for all of you...

Are you sincerely, without a shadow of a doubt, listening without an hidden agenda?

Leave your hidden agenda on the doorstep.

With sincerity focus in and listen to your clients. Zero in on how you can best serve their hopes, dreams and goals.

Good ole Zig Ziglar said it best,

“You can have everything in life that you want if you just give enough other people what they want.”

When you fail or struggle to listen with your heart this means you're not giving someone your full attention. You're failing to allow the people right in front of you to express their feelings, concerns and issues in a way that is heard and understood.

BRING YOUR HEART TO THE FOREFRONT

Placing your heart at the forefront is about opening the human door to connection, to serve, and to become vulnerable.

It’s about showing up in a way that lifts the spirits of the people around you. It’s about the willingness to be real, relatable and relevant.

Bringing your heart to what you do makes for a deeper, richer experience which benefits both you, your clients and your future clients.

I encourage all of you to step away from the armor and the sales facade. Create opportunities for in-depth relationships that can never be experienced hiding behind a professional sales mask.

You can no longer leave heart at the doorstep.

In today's post-trust world, your willingness to serve from your heart will create sales longevity, sustainability and meaningful relationships beyond your wildest imagination.

• Servants make themselves available to serve.
• Servants pay attention to other's needs.
• Servants complete every task with equal dedication.
• Servants become faithful and trustworthy.
• Servants go above and beyond, it's their purpose.

If you want to be great, if you want to be successful, if you crave sales excellence then learn to become a servant. Stop selling…Start serving... Start with your heart and commit to leading yourself.

Davin Salvagno is a renowned inspirational speaker and author, known for his expertise on purpose. As the Founder of PurposePoint & The Purpose Summit, he has also authored the bestselling book "Finding Purpose at Work." With nearly two decades of experience in leadership roles spanning operations, human resources, marketing, and finance, Davin discovered a passion for guiding leaders to reconnect with their foundational purpose. His keynote talk "The Power of Purpose" gained international acclaim in 2018, and he has continued to deliver impactful talks benefiting numerous organizations worldwide. Since 2018, Davin has served as an Executive Coach for multiple CEOs and a consultant in leadership and organizational development across various sectors. He is a distinguished member of the Marshall Goldsmith 100 Coaches and the C12 Business Forums, a global peer advisory group for Christian CEOs and Business Owners.

SHOW SUMMARY

In this episode of Selling From the Heart , we dive deep into the transformative power of purpose-driven sales. Special guest Davin Salvagno, renowned speaker and author, shares invaluable insights on how to integrate purpose into your sales approach, unlocking new levels of success and fulfillment. From reframing mindsets to fostering genuine connections, this episode offers practical strategies to align your sales efforts with purpose and meaning.

KEY TAKEAWAYS

Purpose is not singular but plural, comprising various roles and moments in life.

Eliminate distractions to be fully present and attentive in your interactions.

Actively listen to uncover the needs and problems of those around you.

Separate the solution from monetary rewards to prioritize genuine value creation.

Embrace the journey of discovering and living your purpose, one moment at a time.

QUOTES

"All selling, if done well, is solving a problem."

"Purpose is not singular. Purpose is plural and momentary."

"You can be all of you to the person that's right in front of you."

Learn more about Davin Salvagno:

LinkedIn:

/ salvagno

Learn more about Darrell and Larry:

Darrell's LinkedIn:

/ darrellamy

Larry's LinkedIn:

/ larrylevine1992

Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book.

https://www.barnesandnoble.com/w/sell...

SUBSCRIBE to our YOUTUBE CHANNEL!

/ sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/d...

see attached zip file

This Week in Copiers Ten Years Ago

Third Week of March 2014

Real Copier Sales (10 Years Ago)

Recently, I put up a poll on the P4P forums in reference to what we (salespeople) are charged when we sell billable hours.  Out of the responses we've received,  57% of sales people reported that their cost is in between $126-$150 per hour, 14% for $101 - $125, another 14% $76-100, and then 14% for under $75. You can take vote in that poll here.

Check These Great Copier Threads from Ten Years Ago This Week

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This Week in the Copier Industry 5 Years Ago

Member

Mike Schniedewind

VIP

In an era marked by rapid technological evolution, Chief Technology Officers (CTOs) continually seek innovative ways to bolster their companies’ bottom lines through smart, strategic decision-making. Navigating this digital transformation, CTOs are uniquely positioned to identify and implement cost-saving measures that optimize operations and drive future growth. From cloud computing to the democratization of app development, the avenues for achieving financial efficiency are diverse and promising.

A forward-thinking approach, focusing on leveraging technology to streamline processes and reduce overhead, has become vital for businesses striving to maintain competitiveness and resilience. This involves adopting new technologies and reimagining how existing resources can be more effectively utilized. The challenge for CTOs lies in balancing the push for innovation with the imperative of cost savings, a delicate act that demands both insight and ingenuity.

This blog post explores five strategic ways CTOs can save their businesses money. It showcases the potential of embracing low-code/no-code platforms as a transformative tool for rapid, cost-effective development.

Leverage Cloud Computing

Cloud computing significantly shifts how businesses approach their operational infrastructure, providing a flexible and cost-efficient solution. According to Accenture, adopting cloud services can lead to up to 40% savings in IT expenditures. This model, which charges businesses only for their resources, significantly reduces the financial strain of maintaining in-house servers and lowers data center costs.

Cloud platforms are incomparable in their agility, offering the ability to adjust resources quickly in response to demand. This flexibility prevents overspending on unused capacities, ensuring that costs directly reflect actual needs. Furthermore, the cloud enhances global workforce mobility, enabling efficient work from any location and lessening reliance on physical office space.

Cloud computing also drives organizational innovation. Making powerful computing resources more accessible encourages exploring new ideas and quicker development of new products and services. This approach offers long-term savings and places businesses in a better position to seize market opportunities and navigate challenges.

Optimize Software Licensing

In an era where software is central to business operations, managing software licensing efficiently is crucial for CTOs aiming to reduce costs. As reported by 1E, the average enterprise wastes 38% of its software budget on unused or underutilized licenses. The path to optimization begins with a comprehensive audit of existing licenses, identifying opportunities to eliminate redundant or non-essential software. This streamlines operations and ensures financial resources are directed towards tools that deliver value.

Negotiating software agreements and deploying software asset management (SAM) tools form the backbone of effective license management. Negotiating terms that align with actual usage can significantly reduce costs, while SAM tools offer insights into deployment patterns and compliance status. This dual approach aids in circumventing the common pitfalls of over-licensing and ensures adherence to licensing terms, mitigating the risk of costly penalties.

An agile licensing strategy—one that is regularly revisited and recalibrated—can keep pace with the dynamic nature of business and technological innovation. Regular evaluation of software needs against the licensing portfolio enables organizations to adapt to changing demands, ensuring that investments in software licensing are both reasonable and impactful. This continuous refinement process not only optimizes expenditures but also fortifies the operational agility of the organization.

Adopt Remote Work Policies

The pivot towards remote and hybrid work models has opened new avenues for cost savings within businesses. A pivotal study by Global Workplace Analytics reveals that companies can save an average of $11,000 annually for every employee who works remotely half of the time. This cost reduction is primarily attributed to decreases in real estate expenses, utility bills, and operational costs associated with maintaining a physical office space.

Remote work policies offer efficiency gains beyond direct financial savings. The flexibility of working from anywhere fosters an environment where employee productivity and satisfaction can rise, potentially reducing turnover and the associated costs of hiring and training new staff. Additionally, companies can tap into a wider talent pool, unbounded by geographic limitations, leading to better hiring outcomes and further indirect cost savings.

However, remote work policies require thoughtful planning and the right technological infrastructure. Investing in secure, reliable communication and collaboration tools is critical to ensure that teams remain cohesive and can operate effectively in a dispersed work environment. By strategically leveraging remote work, CTOs can lead their companies to significant savings while maintaining, or even increasing, productivity and employee morale.

Streamline IT Operations with AI

Incorporating Artificial Intelligence (AI) in IT processes represents a significant shift toward optimizing performance and minimizing costs. AI enables the automation of routine activities, predicts system outages, and streamlines resource management, revolutionizing the IT framework. This advancement not only refines operations but also significantly reduces the dependency on manual tasks, therefore lowering operational expenses. According to a report by Accenture, AI has the potential to enhance profitability by 38% across various industries through increased operational efficiency.

AI’s machine learning and predictive analytics application allows for early detection of issues, averting costly interruptions and security incidents. This proactive approach in IT management helps conserve potential revenue and safeguard the company’s reputation. Utilizing AI to monitor networks and bolster security gives businesses a crucial advantage in the rapidly advancing digital realm.

The strategic use of AI enables IT staff to pivot from mundane maintenance tasks to engaging in innovation. Rather than being occupied with day-to-day troubleshooting, IT teams can contribute to strategic projects promoting business expansion and fostering innovation. This shift enhances the efficiency of IT resources while infusing the organization with a culture of innovation and forward-thinking.

Harness the Power of Low-Code/No-Code Platforms

The emergence of low-code and no-code platforms is transforming app development, unlocking rapid innovation at reduced costs. These platforms allow even those with minimal coding skills to build and roll out apps, democratizing app creation. The result dramatically accelerates the development process, enabling businesses to deliver projects much faster. Forrester highlights that low-code platforms can multiply development speed, presenting a budget-friendly option for companies aiming for agility in a competitive arena.

This innovation breeds a culture of constant improvement within companies. By facilitating fast testing, iteration, and deployment of apps, businesses can swiftly adapt to shifts in the market and consumer demands. Such speed is essential for staying ahead in the market and fostering growth without the substantial expenses tied to traditional development approaches.

Low-code and no-code platforms encourage collaboration across different departments. They invite non-technical team members into the development sphere, narrowing the divide between IT and other business areas. This ensures projects are more aligned with overall business goals. The cooperative nature of these platforms simplifies processes, minimizes hold-ups, and harnesses group know-how for more effective, cost-saving outcomes.

Forward-Looking Strategies for Cost Efficiency

The journey through modernizing business operations and reducing costs is fraught with challenges, yet it presents numerous opportunities for innovation and efficiency. The role of the CTO has never been more critical, serving as both navigator and strategist in the quest for sustainable growth and financial stability. The approaches outlined, from leveraging cloud computing to harnessing the power of low-code/no-code platforms, represent a blend of cutting-edge technology and strategic foresight. These methods aim to reduce operational costs and foster an environment conducive to innovation and adaptability.

In navigating the future, the ability to adapt and innovate while maintaining a keen eye on financial efficiency will distinguish the leaders from the followers. The strategies discussed offer a roadmap for CTOs and business executives willing to embrace change and lead their organizations toward a more efficient, agile, and cost-effective future. The potential for savings and growth lies not just in the technology itself but in how creatively and effectively it’s deployed to meet the ever-evolving business needs.

More about Power MPS here

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After sending out at least 20 emails and around 20 calls the bell rang for me to quit my day....

It was also a day that I spent in the my home office with some type of viral bug. However with the quarter ending in less than two weeks, the touches had to be made. In the past we used to state it was at least 7 touches to get the appointment. Since COVID it's more than 15 touches, yes more work and more touches.

When the bell rang and I found my-self were I started in the AM, nothing new, no appointments and could not move anything forward. I guess the saving is grace is that was was able to whittle my call and email list down by 40 clients.

It was abut 5:30PM when I received an email from a client that he was interested in meeting and wanted me to present some options. I've always stated "as long as your work, you will never know what tomorrow will bring you". #sales #selling #coldcall #technology #officetechnology #notgivingup

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