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MFP Copier Blog
MSP & MSSP & IT Industry Notes for 6/2/2024
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Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.
What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use re-marketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your client.
N-able Exploring Sale With Barracuda Networks As One Possible Suitor: Report
- Reported on the Channel Company
- N-able exploring a potential sale after attracting acquisition interest from private equity firms
- N-able, Barracuda Networks, and KKR have not provided comments regarding the potential acquisition
- John Holland of Corporate Finance Associates, companies might go private to avoid the costs of complying with federal securities regulations and to capitalize on strategic value perceived by private equity firms
- N-able went public in 2021 after spinning out from SolarWinds, which was acquired by Silver Lake and Thoma Bravo for $4.5 billion in 2016
Lenovo and Cisco Announce Strategic Partnership to Simplify Path to AI Innovation
- Two companies agree to design, engineer and deliver deeply integrated solutions that advance generative AI capabilities and digital workplace solutions to boost enterprise productivity
- Partnership includes go-to-market initiatives for delivering complete digital workplace, cloud networking, hybrid AI infrastructure solutions, and Lenovo managed services to customers globally
- partnership integrates eSentire's MDR with CrowdStrike's Falcon platform, providing comprehensive protection across Endpoint Detection and Response, Identity Threat Detection, Intelligence and Threat Hunting, Cloud Security, and Next-Gen SIEM
- eSentire will support customer migration from Carbon Black to CrowdStrike, fulfilling consolidation needs and improving protection for global accounts
- collaboration emphasizes the use of AI in cybersecurity, leveraging real-time attack indicators and enriched telemetry for precise threat detection and response
Dytech Group offers Managed IT Services in Orlando, Specializing in IT Solutions for Law Firms
- specializes in addressing the unique IT needs of law firms, leveraging over 40 years of experience in the Orlando community
- Services include secure cloud solutions, robust cybersecurity measures, 24/7 monitoring and support, customized software solutions, and comprehensive IT strategy consulting
- expertise in the legal sector allows law firms to focus on core competencies while enhancing efficiency and productivity through technology
FSi Strategies Announces Microsoft Copilot Roadshow
- announces its first roadshow to highlight Copilot for Microsoft 365 across five U.S. cities.
- Key points include:
- tour starts on June 12 at the Microsoft Technology Center in Arlington, Virginia, with subsequent stops in Denver (June 26), Los Angeles, Orlando, and Atlanta
- Led by FSi’s Microsoft Alliance Manager, Norah Salameh, and co-hosted by Microsoft, the events will showcase how organizations can leverage Microsoft Copilot to transform workflows.
- Nabil Aitoumeziane, President of FSi Strategies, expressed excitement about sharing their expertise on Copilot and its promising impact on improving workflows.
3 Essential Benefits of Managed IT Services for the Education Sector
- Budget constraints and IT talent gaps hinder schools from leveraging technology effectively to provide quality education
- Collaborating with an MSP allows institutions to move away from break-fix mode and transform education innovatively
- Three Key Benefits:
- Schools, often targets for hackers, benefit from enhanced cyber security provided by MSPs
- MSPs offer access to a pool of IT experts at a fraction of the cost of hiring in-house staff
- MSPs ensure even small organizations gain the benefits of updated technology without significant and unpredictable costs
Microsoft is killing off non-editable PDFs for good
- announces plans to develop a tool to convert non-editable PDFs into fully editable documents while preserving the original layout
- AI-Powered Conversion: The tool, described in Microsoft's paper “Method and System of Generating an Editable Document from a Non-Editable Document,” will utilize artificial intelligence to map and identify elements within a PDF, such as text, images, and tables.
- Maintaining Layout Integrity: The tool will use bounding boxes to ensure the layout remains unchanged and can recognize fonts and color schemes, allowing the new editable PDF to be resized without losing structural integrity.
- Significance for Document Management: This technology aims to overcome the limitations of existing PDF converters, which often fail to maintain the original layout and font accurately.
- Potential Security Concerns: While the tool promises enhanced document management, there is concern that it might compromise the security that PDFs traditionally offer by making them editable.
Lock in on Cyber Security with ARCOA
- IT Asset Disposition (ITAD): Manages the secure disposition of end-of-life IT equipment
- Data Destruction: Ensures sensitive data is completely erased from devices before disposal
- Asset Remarketing: Resells refurbished IT assets to maximize value recovery
- Recycling Services: Provides environmentally responsible recycling of electronics
- Compliance & Reporting: Offers documentation and reporting to meet regulatory standards
- Secure Logistics: Handles the safe transport of IT assets throughout the disposal process
Cybersecurity Notes
- Singing River Health System of Mississippi notified 900,000 patients that their PHI was exposed after a ransomware attack.
- Allina Health of Minneapolis, MN notified 715 patients that their PHI was stolen by a former employee.
- Johnson Memorial Hospital of Franklin, Indiana admitted in local newspaper article that it is still recovering from ransomware attack in 2021.
- Palo Alto Networks announced new technique used by hackers named “DNS Tunneling” which can be used to scan customers’ networks and transmit malware.
- Could be launched when an employee opens an infected email
- Affiliated Dermatologists and Dermatologic Surgeons, headquartered in Morristown, NJ, notified 380,000 patients that their PHI was exposed after ransomware attack.
- Winter Haven Hospital in Florida notified an unknown number of patients that their PHI was exposed after it was emailed by an employee.
- The Kennedy Collective of Trumball, CT, notified 851 patients that their PHI was exposed after email phishing attack.
- Hypertension-Nephrology Associates of Michigan notified an unknown number of patients that their PHI was exposed after cyber attack.
- Dell Technologies notified 49 million customers that their info was exposed after data breach.
- WebPTA Health Plan, headquartered in Irving, Texas, notified 2.43 million patients that their PHI was exposed after cyber attack.
- Nissan North America notified 53,000 individuals that this info was exposed after ransomware attack.
Sean Nolan, CEO and Co-Founder of Blink - AITech Interview
Customer Pain Points Addressed by Blink
- Customers often struggle to define and address engagement problems, feeling their teams are disjointed and dissatisfied.
- Frontline workers want more involvement, transparency, autonomy, and support from their employers.
- Providing convenient, easy-to-use technology helps workers feel valued and empowered
- Employee engagement is often misunderstood as being about culture initiatives when it's about day-to-day interactions
- Issues like poor communication, outdated processes, and lack of feedback contribute to frontline disconnection and discontent
- Blink addresses these challenges with solutions that ease points of tension for frontline workers
Essential Cybersecurity Certifications and Courses for 2024
AI Tech Park presents the top five cybersecurity certifications for 2024:
- Certified Information Systems Auditor (CISA): Offered by ISACA, suitable for IT professionals with five years of experience in auditing, control, or security work.
- Certified Information Systems Security Professional (CISSP): Provided by (ISC)2, requires five years of experience and covers various security areas like risk management and network security.
- Certified Information Security Manager (CISM): Accredited by ISACA, targets information security managers with at least five years of experience and covers aspects like governance and risk management.
Konica Minolta’s Laura Blackmer Named to CRN’s 2024 Women of the Channel Power 100 List
- announces Laura Blackmer, President, Dealer Sales, has been named to the 2024 Power 100 list by CRN®.
- Power 100 list recognizes influential executive leaders chosen from the annual CRN Women of the Channel list
- Honorees are selected based on their contributions, expertise, and advocacy within the channel
- Blackmer joined Konica Minolta in December 2017 and was promoted to President, Dealer Sales in 2022.
- oversees the sales and management of Konica Minolta’s extensive dealer network
- Marks Blackmer’s sixth appearance on CRN’s Women of the Channel list
Security hampers move to cloud printing
Research published by Quocirca Inc.
- 69% of customers surveyed now using cloud print management
- 74% are considering a hybrid environment
- 51% plan on installing more print servers this year
- Data security is still top barrier to wider could print adoption
Security hampers move to cloud printing
- 90% of chief information security officers (CISOs) admit their firm suffered at least one disruptive attack in past yea
- 43% = at least once
- 34% = “a couple of times”
- 13% = several times
- Most concerning threats:
- 37% = IoT devices (this category includes connected MFPs)
- 33% = ransomware
- 83% admit to pay ransom
- 30% = insider threats
- 24% = DDoS attacks
Why Companies Need Rules-Based Printing: Enhancing Efficiency and Cost Savings
This Week in the Copier Industry 15 Years Ago
This Week in Copiers Fifteen Years Ago
First Week of June 2009
Please visit FMD Distribution LLC and follow their Linkedin page
Real Copier Sales
As previously mentioned, the New Lanier East DSM (Tara Zailo), came from IKON where she was a Digital Support Rep and Trainer. In order to assume DSM responsibilities, she will need immediate training from her new counterparts. I look forward to observe her skill sets. She will handle TGI Office Automation, the RFG East Region's newest #1 revenue producing dealership after the loss of Comdoc.....more here
Enjoy These awesome copiers threads from 15 Years Ago
Weekend Copier Notes from 05/31/09
Konica Minolta Named 2009 Supplier of the Year by Corporate United
Anne Mulcahy to Retire as Xerox CEO; Ursula Burns Named Successor
RICOH INTRODUCES PRIPORT DX 4545 FOR MID VOLUME DOCUMENT DUPLICATION
RICOH INTRODUCES THE PRO C550EX/C700EX COLOR DIGITAL IMAGING SYSTEMS
InfoPrint Launches New Color Workgroup Solutions to Drive Cost Savings and Sustainabi
Sharp(R) Frontier Series Powers Company Into the Color MFP Segment 3'S
EFI Receives Three BERTL’s Best Awards,
Print4Pay Hotel Blog Highlights Print Audit 6
MUTOH INTRODUCES THE NEW RJ 900 DYE-SUBLIMATION PRINTER
morris rich
Whole Lotta Shakin Goin On
Lyon County School District 100K in Copiers Next Year!
Daily Sales Philosophy
Recommended Movies for Sales
Rules Based Printing Software "Does Anyone Get It?"
E-BizDocs Joins Kodak’s Document Conversion Center Program to Improve Image Quality a
BOWE BELL + HOWELL Now Shipping Innovative New Production Scanner
Ricoh Pro 1106EX
Canon ImageRunner 7095
KonicaMinolta bizhub 1050e
Unable to Duplex Print from Mac 10.5 using InDesig
Re: Whole Lotta Shakin Goin On
Re: RICOH INTRODUCES THE PRO C550EX/C700EX COLOR DIGITAL IMAGING SYSTEMS
TASKalfa 500ci proposal
0% Financing Now Through June 30th on Select Models
New Lanier East DSM
Muratec Announces ScanTag Metadata Capture Integration with DocuLex
Re: Ricoh You're Gonna Love This BS!
Re: What Is The Real Reason...
Re: Daily Sales Philosophy
Re: Daily Sales Philosophy
Re: Whole Lotta Shakin Goin On
Re: KonicaMinolta bizhub 1050e
Re: IP Fax Solution & Questions
Re: All Ricoh U.S. Employees,
Re: Ricoh Pro C900
Re: Ricoh pro C900 and C900s
Re: RICOH INTRODUCES THE PRO C550EX/C700EX COLOR DIGITAL IMAGING SYSTEMS
The Power of Congruency: How to Make the Most of It.
"Most people will talk the talk, few will walk the walk; be amongst the few"
Dr. Steve Maraboli
The above-mentioned quote places emphasis on the difference between those who merely talk about their intentions, plans, or ideals, and those who take action to achieve them.
It encourages people to become part of the minority who turn their words into deeds, by demonstrating integrity and commitment through their actions as opposed to just their words.
In a post-trust world, I ask you to reflect upon the following questions:
- Are you leading your sales life with congruency?
- Does the walk match the talk?
- Does the way you carry yourself online match the way you carry yourself offline?
- Does the way you carry yourself out in the community match the way you carry yourself with your clients?
Dr. Lance Secretan is a spiritual thought leader, the world’s top authority on inspirational leadership, a trailblazing teacher, advisor and expert on corporate culture. His latest book is Reawakening the Human Spirit.
He once said that authenticity is the “alignment of head, mouth, heart and feet – thinking, saying and doing the same thing consistently.”
My friends, one could additionally say that this is one mighty-fine definition of congruency.
Effective sales professionals consistently match their words with their actions.
In turn, this builds trust and earns them credibility. Trust is earned when you're able to walk the walk and talk the talk.
Sales professionals use clear and concise language to communicate their vision and beliefs, however; it's their actions that ultimately determine the validity of their words.
Alignment and the congruence of your beliefs, words and actions creates trust.
Trust is the most valuable currency you can earn as a sales professional.
Some of you might be asking yourself, what does congruency have to do with sales? I'm here to inform you that it has everything to do with sales.
When thinking of congruency, let's look no further than to Carl Rogers to help bring this into a sales context. Carl was an American psychologist and among the founders of the humanistic approach (and client-centered approach) in psychology. He was widely considered to be one of the founding fathers of psychotherapy research.
In psychology terms, Rogers went on to say, "a therapist should be in a congruent state to best serve their client within the confines of that therapist-client relationship."
Are you carrying yourself in a congruent state to best serve your clients?
Carl Rogers went onto say,
“It means avoiding the temptation to present a facade or hide behind a false mask of professionalism or an attitude of superiority. It’s certainly not simple to achieve such a reality. Being genuine involves the often challenging task of becoming fully acquainted with the flow of experiencing that’s going on within oneself”.
Reflection questions:
- What words stand out to you the most?
- How are you presenting yourself to your clients and future clients?
- What are they experiencing in your presence?
Loop all this back into building trusting relationships.
Trust is earned through your actions. Please key on this one... How many of your clients are watching your actions or for that matter your in-actions?
If your actions are not in congruence with what you say, then how legitimate are you through the lens of your clients' eyes?
If you believe that your clients are important to you and you value building meaningful relationships, then you must spend quality time with your clients cementing those relationships.
Congruency isn’t about big actions. It's about the little things.
Congruency leads to connection and deep conversation.
I ask you to think about how salespeople are perceived, now think about what it means to be congruent.
The more you know about yourself the more you grow, plain and simple, yet so difficult.
What makes you tick?
What makes you come alive?
What do you really know about yourself?
CONGRUENCY MATTERS
"Integrity means congruence. Words and behavior match."
Nathaniel Branden
Derived from the Latin word “congruere”, which means ‘to meet’ or ‘to agree’, congruence is the point at which your principles and beliefs align with your thoughts and actions.
Congruency will keep you at the top, especially in a world full of empty suits.
Plain and simple, congruency enhances credibility. Actions not aligning with words creates doubt and erodes trust.
Becoming congruent requires you to personally reflect upon yourself, your actions, your thoughts and how you carry yourself.
This means you must become hyper-vigilant and observant of yourself.
"Integrity is congruence between what you know, what you profess, and what you do."
Nathaniel Branden
Whether it be in your personal life or professional, remaining congruent will be tested.
Think about all the incongruent, mismatched and misaligned moments that happen in any given day, week or month within your working environment.
Often, we do what we are told, and we continue these patterns over and over, repeatedly without giving it much thought. Sounds a bit like sales autopilot to me.
Sales is an emotional rollercoaster. It tugs on our heart and wears on our minds.
However, to become truly fulfilled, we must act from a place of congruency.
To be congruent, who you are, what you say, and what you do must be aligned.
Please follow along with me on this one... Spend any amount of time in sales and you will have been faced with "what is right versus what is wrong" actions and behaviors.
When you find your heart and mind being pulled in opposite directions, or when your deeds collide with your thoughts; your body senses it and you start to experience the effects of incongruence.
Stress, inner conflict and disease thrive when congruence is threatened. I know you all get what I am cooking because we all have experienced it.
E.E. Cummings wrote,
"To be nobody-but-yourself — in a world which is doing its best, night and day, to make you everybody else — means to fight the hardest battle which any human being can fight; and never stop fighting."
My challenge to you... With trust and credibility constantly being questioned, you must practice congruency and lead your life in an authentic manner.
WHAT WILL YOU DO NEXT?
Someone who lives in congruence, will carry themselves in direct accordance with their vision, dreams, values, mission, beliefs and goals. They do not waiver from them whatsoever.
Will you be willing to carve out your own unique path paved by a deep understanding of yourself?
The road to self-discovery will unlock a treasure trove of opportunities. This could be one of the single hardest things you do, but the rewards are endless.
Reflect for a moment...
- What inspires you?
- What are your strengths?
- What's your personal mission statement?
- What are your core set of values?
Enhance your congruence by becoming mindful, careful and consciously observant of your words and actions.
To help with becoming congruent, develop the habits of:
- Thoughtful communication
- Self-awareness and reflection
- Accountability
Leading with congruency... Amazing things start to happen, and you notice:
- Your confidence soars.
- Your desire to make a difference becomes apparent.
- You start to feel a sense of calmness.
- Things start to fall into place with your sales career.
- Your client's start to notice.
When your actions match your values, it gives your clients and future clients the confidence that you lead authentically and act with integrity.
This alignment ensures that your decisions and behaviors are consistent and predictable, making you a reliable sales professional.
This also fosters a strong, positive reputation and enhances your credibility, which is mission critical for long-term success and loyalty.
I will leave you all with something to think about... does your walk consistently match your talk?
Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.
SHOW SUMMARY
In this episode of the Selling From the Heart podcast, we dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kahle, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.
KEY TAKEAWAYS
Preparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.
Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.
Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.
Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.
Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.
QUOTES
"Half of your success in sales comes from the work you do when you're not in front of the customer."
"Invest your sales time where it will get the best return on investment."
"Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully."
"In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."
Learn more about David Kahle:
LinkedIn: https://www.linkedin.com/in/davekahle/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/...
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/sell...
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Click for your Daily Dose of Inspiration:
This Week in the Copier Industry 10 Years Ago
This Week in Copiers Ten Years Ago
First Week of June 2014
Real Copier Sales (10 Years Ago)
I always strive to bring us ways to make additional sales. Just the other day I had a call from a cousin who needs "x" amount of systems in, well let's say a place that's not in "my territory". Better yet, he's more than a thousand miles away. .......read more here
Check These Great Copier Threads from Ten Years Ago This Week
Konica Minolta South Africa's new print management solution reveals significant cost savings
Konica Minolta Introduces PrintPath for SMB Customers
Nuance Equitrac 5.2 and eCopy ShareScan 5.2 Now Available for Konica Minolta bizhub MFPs
Konica Minolta Shapes Your Success With the Launch of New Flexible Digital PRESS
Selling Copiers "What Would You Do"?
Konica Minolta Acquires Copytronics Information Systems
Kyocera Document Solutions Named Official Printer and Copier Supplier to ISPS HANDA Ladies European Masters
Konica Minolta Announces Major Releases of Dispatcher Phoenix Automated Workflow Solution
IQ Logic, Leading Orange County Managed Print and Document Management Services Company, Named #1 Peak Platinum Partner by Xerox™
Xerox Features Inkjet Technology in Newest Customer Center; Enhances Innovation Centers Worldwide
Epson Launches PrecisionCore Work Force Printer Lineup
Re: Selling Copiers "What Would You Do"?
Re: Selling Copiers "What Would You Do"?
Re: Selling Copiers "What Would You Do"?
Re: Selling Copiers "What Would You Do"?
Canon Business Process Services Ranked One of the World’s Best 100 Outsourcing Companies for the Eighth Straight Year
Print Audit Announces the Top 100 List of Companies
Canon Solutions America Featured at Transform Global 2014 Event
Altec Supports the Global Epicor Customer Conferences in Europe and the Middle East by Presenting Advanced Print Management (APM)
Re: Ricoh to come out with dedicated envelope press
Re: Proposal Three (multiple xerox)
Re: Question for those who work at multi-line Dealers
Re: Ricoh to come out with dedicated envelope press
Found this Ricoh link today "Click2Learn"
Re: Proposal Two (mutliple xerox) proposal
Re: Lease Rates to die for!!
OKI Data Americas Announces Compatibility of DocuWare Content Management Solutions With OKI Smart Multifunction Devices
This Week in the Copier Industry 5 Years Ago
This Week in the Copier Industry 5 Years Ago
First Week of June 2019
Real Copier Sales
Has anyone run into Xerox sales reps quoting a lease using the phrase "Lease Minimum Payment"? What sort of hocus pocus is this? What sort of surprises would the customer get if they signed the lease? If there is a "Lease Minimum Payment", what is the "Lease Maximum Payment"?....more here
View These Awesome Copier Threads Below
Lead for Fleet of Copier, Scanners and Printers in Connecticut
Konica Minolta targets new growth wave with AccurioLabel 230 launch
Konica Minolta and All Covered Win Healthcare Cybersecurity Innovation Awards
How Copier Dealers Can Go To Market Faster Selling Managed IT Services
Konica Minolta’s Brian Cupka Named as a Finalist for NJBIZ General Counsel of the Year Award
HP and Xerox Expand Business Relationship
Canon Appeals U.S. International Trade Commission’s Determination in Toner Cartridge Investigation
Ricoh Deepens Relationship with Amazon Web Services to Empower Digital Workplaces With Voice-Activated Technologies
PROS Launches Sales Agreement Management to Streamline Selling in Digital Era
Ricoh INTERACT 2019
How long does it take for a printer to get delivered?
Memjet sponsors European Label Forum
Ricoh Harnesses the Elastic Stack to Monitor and Detect Security Threats
Japanese firms plan exit from China amid U.S. tariffs
Canon Named Among the 50 Innovative Companies To Watch 2019 for the Second Straight Year by "The Silicon Review" Magazine
ArcDrive Delivers Converged Advance Capture, Intelligent Workflow and Managed Print Services
CMills
3 Key Things Sales Professionals Do To Humanize Their Prospecting Efforts
NEW TCO TOOL for AgentDealer!
Rumor has it that Heritage Business Systems NJ has been acquired by....
"Lease Minimum Payment" Xerox
Excel Business Systems Improves Business Operation Through Office Equipment in Grand Rapids and Virginia, Minnesota
Imagined Possibilities take Investments
Re: How long does it take for a printer to get delivered?
Andfax
VDMA ADDITIVE MANUFACTURING ASSOCIATION ORGANIZES CONFERENCE PROGRAM AT DRUPA 2020
DocuWare Hosts Successful 2019 DocuWorld Partner Conferences in Mallorca and Las Vegas
Ricoh Wide Format is okay but...
Re: Imagined Possibilities take Investments
Re: Rumor has it that Heritage Business Systems NJ has been acquired by....
Re: How long does it take for a printer to get delivered?
Doc.It Advances Accounting Firm Automation with DocuSign eSignature Software Integration
BTA’s ProFinance 3.0 to Be Held June 19-20
Re: I Had an Awesome Day and Didn't Sell A Copier aka Print Device
Re: Rumor has it that Heritage Business Systems NJ has been acquired by....
Re: "Lease Minimum Payment" Xerox
Securonix Launches Global Managed Security Service Provider (MSSP) Program
ArcDrive Announces Strategic Partnership with TonerCycle/InkCycle. Denoting TonerCycle/InkCycle as a Premium ArcDrive distributor
vCom Names IT Spend Industry Veteran John Adams as New VP of Customer Experience
Today's Hacked!
Hacked!
5/29/2024
Lead for Fleet of Copiers (Muni)
see attached file
Lead for Fleet of K12 Copiers
see attached file
Lead for MPS & Copiers
see attached file
Staying Thirsty: The Best Strategies for Growing Sales.
"The desire of knowledge, like the thirst of riches, increases ever with the acquisition of it."
Laurence Sterne
The above mentioned quote suggests that both the pursuit of knowledge and the pursuit of wealth are driven by an insatiable desire and appetite that grows stronger the more one acquires it.
In other words, gaining knowledge or riches only fuels a greater hunger for more.
This analogy suggests that the drive for improvement and acquisition is a self-perpetuating cycle, where each new piece of knowledge or wealth leads to a deeper craving for further accumulation.
The best of the best, the well-disciplined sales professionals - I believe, it's part of their job to routinely evaluate themselves, and solicit feedback on themselves, as they hold themselves radically accountable in how they apply all of this.
Sales is competitive. It's not for the weak at heart. The highs are high, and the lows are low.
There's a massive difference between a sales rep and a sales professional when it comes to their thirst for growth.
Some may say the difference lies in their competitive inner drive.
This begs the question... What are you doing to continually get better?
Sales professionals:
- They constantly work on their mindset, heart set and skillset.
- They are locked in on their goals.
- They have relentless determination.
- They have uncompromising discipline.
- They have a huge desire to outperform their best and others’ best.
“Feedback is a gift. Ideas are the currency of our next success. Let people see you value both feedback and ideas.”
Jim Trinka and Les Wallace
When you hear the word feedback, how does this make you feel? Be honest. Many of us cringe.
When you become are aware of your reaction to feedback and work on making a habit of incorporating constructive feedback to improve, it soon becomes easier to handle.
Proactively seeking out feedback is a key indication of a continuous learning mindset.
Just as currency facilitates transactions and stimulates economic growth, ideas drive development and your future success.
Are you creating an environment for yourself where continuous learning and innovation are placed on a pedestal?
What separates sales professionals from sales reps?
It's their passion, insatiable and thirst-quenching appetite for feedback, learning and how they put all of this into action.
Allow Proverbs 15:14 to sink in for a moment:
"A wise person is hungry for knowledge, while the fool feeds on trash."
STAY THIRSTY FOR CLIENT KNOWLEDGE
If you fail or struggle to continually find out what your clients think about you and your service experience, you'll never be able to give them the best experience they rightfully deserve.
It's their opinions about the experience they have with you that becomes helpful to use so you can adjust your support to fit their needs more accurately.
Insincere and canned survey emails soliciting feedback doesn't cut it. And lord knows you know what I mean because many of you are sending them out right now.
To truly serve your clients is to listen to them.
Sales professionals intently listen to their clients' voices through consistent and constant feedback. They treat their clients like royalty, providing everything to match their wants, needs and desires.
I ask you:
- How do you know if what you're doing is working?
- How do you know if your clients are happy with their experiences or with you?
- What do they like and dislike?
- How well are you keeping up with what's going on inside their company?
Sales professionals quench their thirst with client feedback.
Feedback is the breakfast of sales champions. They quench their sales thirst with meaningful and heartfelt feedback.
The best thing you can do is to go to your clients and get feedback.
"When you give your buyers feedback, you are giving them a gift. In turn, they'll understand what works and what doesn't work in your interactions. When you seek and respond to feedback from your buyers, you differentiate yourself, set an example, and make it easier for them to hear your suggestions."
Deb Calvert
You must be willing to look for honest, candid and sometime uncomfortable feedback from your clients.
Sales professionals know this makes them better. To get great feedback, one must become vulnerable and shall I say, surrender.
QUENCH YOUR SALES THIRST WITH A CUP OF COURAGE
"You will never do anything in this world without courage. It is the greatest quality of the mind next to honor."
Aristotle
To succeed in sales, you need to be innovative, creative, and open to change. All these areas need courage.
Furthermore, this involves continuously pushing the boundaries, taking calculated risks, and embracing the unknown.
Overcoming challenges or set backs, gaining new clients and even selling more to current clients, requires that you dig deep.
Reflect on the following Theodore Roosevelt quote,
“It is not the critic who counts; not the man who points out how the strong man stumbles or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because this is no effort without error and shortcomings; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat.”
How can you take your sales career to the next level?
Simple, courageously asking for feedback will set you free.
It's the feedback you get from a cross section of your clients that will provide the avenues to grow relationships, grow yourself and grow your referrals.
Here's a suggestion, place your clients into three buckets. Sort your clients by...
- You love them and they love you.
- Challenging.
- Middle of the road clients, ones you just don't hear much from.
The best place to start gathering feedback is from those clients who have been placed in the "middle of the road" bucket.
Why? You may not see them on a consistent basis, and you may tell yourself, all is well but in actuality they may become vulnerable to a hostile takeover. It's this feedback that becomes golden to your sales growth.
You must be willing to quench your sales thirst with feedback. Your clients are the best source of help. You must be willing to ask.
Allow this verse from James 4:2 to sink in for a moment:
"You have not, because you ask not."
STAY RELATIONALLY THIRSTY
The opportunities for growth inside your client base are ginormous.
I'm quite confident that you've established some kind of a relationship, but the question becomes, how credible is the relationship?
The consummate sales professional digs in and asks...
- What can I be doing differently?
- What can I be doing to improve or enhance the experience I provide to you?
- What can I be doing to help you do better business?
I'm asking you to rock the boat on this one because a comfortable mindset with your clients is a terrible thing to waste.
Success breeds complacency and mediocrity.
Think of all your competitors circling your clients just waiting for the right moment to reel them into their establishments of paradise.
YOU MUST STAY THIRSTY
The client comfort zone as well as your own is a terrible place to be in. You will be amazed what you learn outside this zone.
When you and your clients take risks and face challenges together, it only can strengthen your relationship.
These shared experiences and overcoming difficulties build trust and a deeper connection, fostering a more collaborative and productive partnership.
Imagine for a moment that your smack dab in the middle of the Sahara Desert.
You've been wandering aimlessly for hours, you're tired and thirsty. Suddenly you come across a watering hole or is it a mirage, a figment of your imagination.
Investing in your client relationships shouldn't be a mirage.
I encourage you to fill up your pipeline with client feedback and stay thirsty my friends.
James Muir is the founder and CEO of Best Practice International, known for his expertise in sales with a 30-year career that spans from individual contributor to executive VP. As the bestselling author of "The Perfect Close," he focuses on simplifying complex sales processes. Muir has a significant background in healthcare, having worked with major names in technology and healthcare, such as HCA, Tenet, Catholic Healthcare, Banner, Dell, and IBM. Beyond his professional life, Muir is passionate, enthusiastic, and enjoys incorporating fun into his work. He is also a dedicated lifelong student of sales, an accomplished guitarist, an organic chemistry enthusiast, and a fitness buff. Residing in the mountains of Salt Lake City with his wife and two sons, Muir embodies a well-rounded and vibrant personality.
SHOW SUMMARY
In this episode of the Selling From the Heart podcast, we welcome sales expert and author James Muir. We dive deep into the challenges of dealing with stalled sales and discuss actionable strategies from James' new book, "Unsticking Deals." Listeners will gain insights into diagnosing the root causes of stuck deals and learn practical methods to keep their sales pipelines moving. Whether you're a sales professional struggling with deal closures or a leader seeking to optimize your team's performance, this episode is packed with valuable advice to help you navigate the complexities of today's sales environment.
KEY TAKEAWAYS
Sincerity and Integrity in Sales Environments: Throughout the discussion, the importance of sincerity and integrity in navigating modern sales environments is emphasized. By prioritizing these values, sales professionals can build trust and credibility with clients, ultimately driving long-term success.
Alignment with Client Priorities: The conversation stresses the significance of aligning sales propositions with client priorities. By understanding and addressing client needs, sales professionals can build stronger relationships and drive successful outcomes.
Reengaging with Silent Clients: Muir outlines innovative messaging strategies for reengaging with silent clients. By leveraging these strategies, sales professionals can reignite communication and rekindle interest from clients who have gone silent.
The 'Muchness, Soonness, and Sureness' Framework: Muir introduces the 'muchness, soonness, and sureness' framework for comparing sales options. This framework helps sales professionals prioritize and align sales propositions with client priorities effectively.
QUOTES
“If your intention is just to help them, then you can go into every single encounter, just enjoying yourself, having a great experience.”
“We have to bring intentionality to the forefront, and if we can bring that good thing start to happen.”
“It's about transforming the way you sell by being authentic, real, and trustworthy in every interaction.”
"Trust has always been everything in sales, but boy, it's hard to get trust. It's hard to build it. It's hard to keep it.”
“You can compare them based on sureness... Even if you're not the top priority... you can still position your solution as becoming a no-brainer”
Learn more about James Muir:
LinkedIn: https://www.linkedin.com/in/puremuir/
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Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...
Website: https://www.sellingfromtheheart.net/
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