Tagged With "Forecasting and Funnel Strategy"
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Re: Fifty Seven Days of Selling Copiers
$200,000 in revenue with no funnel?? I will be reading this every day.
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Re: 57 Days of Selling "Day 16"
Art, how do you create a funnel of 180k each and every month? What constitutes an "opportunity" in your mind: a) A customer who is actively looking for a solution you offer or B) Someone that you've determined (not the customer yet) has a need for a solution you offer?
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Re: 57 Days of Selling "Day 16"
Never ever stop prospecting is the key. Always adding and subtracting. I would say on average I keep about $100K of deals I think can close in 30 days. I focus on 180 because 2/3rd of them will either roll, or lose. 90% of the time, I will wait until the first contact to determine if that appointment is an opportunity. Once it's in the funnel, I then determine when it may have a chance to close. If's it's more than 50% it's going in the 30 day close funnel
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Re: Weekend Notes from the copier industry!
WEEKEND MFP INDUSTRY NOTES 8-5-07 The following is a quick review of copier/MFP industry news from industry publications. - The U.S. Supreme Court ruled that it is legal for manufacturers to create a mandatory minimum selling price for their product. The case was decided regarding a store that sold women’s clothing, that ran afoul of the clothing manufacturer’s rules. Unknown if any copier manufacturers will adopt this policy. - A group in Australia at Queensland University, is claiming that...
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Toshiba cuts profit outlook as costs rise for energy business
TOKYO -- Toshiba on Wednesday slashed its operating profit forecast for fiscal 2018 by 66% to 20 billion yen ($181 million), barely three months after forecasting 60 billion yen for the year. The cut came as the group reported a 94% plunge in operating profit for the third quarter to 1 billion yen, on a 6% drop in revenue. Rising costs in its energy business and a 9.8 billion yen goodwill impairment to semiconductor equipment subsidiary NuFlare Technology -- stemming from a sharp decline in...
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How Authenticity Can Maximize Your Prospecting Results
Authenticity is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps; that quite frankly many buyers despise them. However, authenticity separates sales reps from sales professionals and this is what buyers want! It may sound a bit touchy-feely but set aside some alone time, take a look inside yourself as sales is all about building credible, genuine and real relationships. In order to build relationships and change the way...
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3 Core Attributes Of A Selling From The Heart Professional
Getting to the heart of the matter, if sales people are unable to uncover a personal or emotional need for the prospect to make a change, then they might consider breaking off the meeting, thanking them for their time and move on to the next prospect. Yes, I know it may be harsh BUT all too often many sales people will continue down the journey without finding what motivates the prospect to buy, and then they wonder why they can't close the sale. No question about it, emotions play a part in...
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3 Ways Sales Professionals Nail New Sales Opportunities Using LinkedIn
Inside Hubspot's State of Inbound 201 8, Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process. Sales people, it's no secret, you must make prospecting for NET NEW business a priority. This is the fuel that keeps your funnel consistently full of opportunities. Think about this quote for a moment and let it sink in... A consistent, systematic approach around prospecting for new business is a priority in order to maintain a healthy sales...
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BTA Sales Management Workshop Scheduled for Aug. 22-24
NEWS RELEASE For Immediate Release For More Information Contact: August 2, 2018 Brent Hoskins Executive Director Business Technology Association (816) 303-4040 BTA Sales Management Workshop Scheduled for Aug. 22-24 Join BTA & Learning Outsource Group in Chicago, Illinois, for comprehensive career development training Kansas City, MO — On Aug. 22-24, the Business Technology Association (BTA) will host the BTA Sales Management Workshop in Chicago, Illinois. This workshop is a career...
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This Week in the Copier Industry 5 Years Ago, The Last Week in August 2013
I thought it would be time for something new. Each week we post threads from the last 10 year and 15 years on the Print4Pay Hotel. So we're going to give you another one. This Week in the Copier Industry 5 Years Ago. Enjoy these most excellent threads from just 5 years ago! Who Makes the Best Multifunctional Copy Machine? Art Post · 8/28/1310:23 PM manufacturers for multifunctional copiers. Here they are in the tiers. Tier I: Canon (includes Oce), Ricoh (includes Savin and Lanier), Xerox and...
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Slumps Happen... 3 Tips To Beat the Sales Funk
Just keep swinging... It’s happened to all of us: One month, we're hitting home runs out of the sales ball park; the next, we're swinging and missing on every sales opportunity. We've all been aboard the sales train wreck before. You fail to secure an important sale. You have a series of bad days. Worse, you struggle to sell to your own clients. You can't seem to disentangle yourself from its deadly grip. You're in a sales slump. Even heavy sales hitters have bad days, bad months and even...
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Another Sales Tragedy Caused By Leaky Bucket Syndrome
What's your focus on keeping and growing your existing clients? A smart sales team doesn't chase new clients at the expense of keeping and growing existing clients. 80% of future revenue will come from just 20% of your existing clients– Gartner Group It’s 50% easier to sell to existing clients than to new clients– Marketing Metrics Repeat clients spend 33% more compared to new clients– CMO.com What do you think is required to move your client relationships from good to great? GOOD TO GREAT...
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3 Tips To Avoid Sounding Like Another Sales Monkey On The Phone
Paper shuffling, sweaty palms, time to go to the bathroom, nobody answers the phone, surfing the internet; the excuses run rampant inside sales bullpens. Sales monkey business has run amuck inside sales teams of all sizes. Isn’t the ability to pick up the phone to potential clients supposed to be one of the defining features of a sales rep? Then why do so many do almost anything but pick up the phone to potential new clients. Successful sales professionals do not make excuses! They...
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This Week in the Copier Industry 10 Years Ago (Second Week of April 2009)
Super thread below titled Where do you see this industry in 5 years???? A must read to see what everyone thought back in 2009 about 2014. Enjoy these threads from ten years ago this week! WEekend Copier Notes from 04/12/09 Neal · 4/13/097:17 AM print color systems, the PRO C 550EX and PRO C 700EX: - Base MSRPs of $54,290 & $62,690 - C 550EX offers 55ppm full color and 60ppm b/w - C 700EX offers 70ppm full color and 75ppm b/w - Uses engines from the MP C 6000 and C 7500 mid-range color...
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This Week in the Copier Industry 10 Years Ago (Second Week of February 2010)
Some additional tidbits from the show I was at for the last three days. I learned along time ago that in order to be successful at these types of events that you need to engage with people when they walk by your booth. You need to greet everyone that walks by and then ask them a question. The question I asked the most is where they were from, after getting a response I would then ask if they have a plotter or ask if they've ever seen a white board before. The questions sparked conversations...
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Genuine Sales Professionals Forge Their Own Sales Path, Are You?
Are you the real deal? Are you living the life of a sales pretender? In a red sales ocean filled with sales sharks and empty suits, being genuine is a huge way to stand out. Just be real, sincere and honest. Most can sniff out the B.S. conversely, they know when you're being yourself. Would you agree people will respond favorably and will come back to you repeatedly when they see you as being real, instead of the typical sales rep? Being genuine is a rare quality. Today's world is full of...
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COVID19 "Remote Working" Day Fourteen of Sales
Arriving home from Aruba on the 2nd of March and all was fine on that late evening ride from Newark Airport to my home in Highlands. Never ever did I think I would be confined to my house for this long. Never ever did I think that I would go three weeks without an order. Never ever did I think I would be trapped in my home office and not be able to meet and greet prospects and clients. Never ever did I think that a virus could virtually bring a country to it's knees. This is our new normal,...
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COVID19 "Remote Working" Day Forty-Five of Sales
Day Forty-Five and in no time it will be a full quarter since being optioned to the home office. Our blessed Governor post this on Face-book today and the response was WILD! Of course you can only guess at who captioned it with "The fool on the hill". Within a few short hours there were more than 5,000 responses with 90% or more of them being negative. Geesh I wonder why? Monday was a good day since I was able to roll through my list of things to do pretty quickly. In addition I also...
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Japan's Sharp Halves Full-Year Profit Forecast as Virus Hits Tech Demand
TOKYO — Japan's Sharp Corp, an Apple Inc supplier, cut its full-year profit forecast by 48% on Friday, as demand for technology devices took a hit from the coronavirus outbreak. Sharp, which makes sensors, camera modules and screens for Apple's iPhones, expected annual operating profit in the year ended in March to come in at 52 billion yen ($489 million), down from its previous forecast of 100 billion yen. The company, a unit of Taiwan's Foxconn, said the coronavirus outbreak hurt...
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COVID19 "Remote Working" Day Thirty-Seven of Sales
Thirty-seven business days now since I was optioned to working from my home office. The average number of selling days is twenty-two per month. Five days from now it will be two solid business months and 66% of the quarter. Our fearless and blessed Governor just extended his Executive Order for his Emergency Act for another thirty days in the State of New Jersey. I'm kinda torn about this now, 30 more days of working from home could be a good thing since I'm on such a roll and who wants to...
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Re: Dealer Incentives?
I've never seen this, however give the incentives to the customer! Too often most incentives do not funnel to the sales person to create buy now situations.
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Re: Hewlett-Packard is leaping into the high-
Maximize the sales of HP's imaging and printing products to targeted state & local government and K-12/Higher Education customers in Southern California. Develop and expand key customer relationships. Develop and execute sales plans that will maximize imaging and printing products, services, and solutions revenue to meet or exceed assigned quotas while ensuring the highest levels of customer satisfaction and customer experience. Responsibilities will include teaming with counterparts in...
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Ricoh Introduction of EFI Digital StoreFront 4.0
Ricoh is pleased to announce the release of the new version of EFI’s Digital StoreFront 4.0 Series. Digital StoreFront (DSF) is EFI’s Web-to-Print platform, which offers print service providers a Web-enabled onramp to their production...
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Contex Americas Launches Three-Part Video Series on HD Ultra
FOR IMMEDIATE RELEASEContact: Quiana BradfordPhone: +703-964-9820Fax: +703-547-3375Email: qbradford@contex.comContex Americas Launches Three-Part Video Series on HD Ultra Viewers Can Learn Tips and Tricks for Achieving Stellar Results with Industry's...
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Managed Print Services & Document Solutions Specialist
Specialist Selling to the Federal Government Cannon IV, Inc.- Washington D.C. Metro Area Job Description Managed Print Services & Document Solutions Specialist Selling to the Federal Government Cannon IV, Inc., an Indianapolis based Document Technology Solutions Provider is currently seeking qualified applicants for a Managed Print Services (MPS) & Document Solutions Specialist position. This MPS specialist will focus on selling printers, multifunction devices, service, supplies and...
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New Copier System Said to Cut Costs in Mineola Schools
The Mineola School District is once again making changes to its technological infrastructure, this time in response to its aging stock of printers and copiers around the district.On June 16 the board of education is set to vote on a resolution...
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Samsung PrintIQ(TM) Empowers Reseller and Dealer Partners with New Managed Print Serv
RIDGEFIELD PARK, N.J., Mar 26, 2012 (BUSINESS WIRE) -- Samsung Electronics America Inc., a subsidiary of Samsung Electronics Corporation, announced today the launch of the Samsung PrintIQ(TM)managed print services program. This comprehensive program...
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HP Helps U.S. Storage Partners Expand Revenue Opportunities, Profitability ...
PALO ALTO, CA, Mar 26, 2012 (via COMTEX) -- HP today announced two new sales initiatives that stimulate growth and expand revenue opportunities for U.S. channel partners. The new initiatives include: -- The 100 Percent New Accounts Initiative drives...
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If An Old School Copier Rep Can Build His Brand, So Can You!
"A brand is no longer what we tell the customer it is - it is what customers tell each other it is" Scott Cook Should copier sales reps leverage the power of branding to differentiate themselves to rise above the noise? My answer, an absolute yes! Branding is powerful. When you think of brands, most turn to large brands such as Google, Amazon, Starbucks and McDonalds, just to name a few. Why is establishing a world-class business brand invaluable? Besides the distinct value it brings,...
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3 Ways Copier Sales Reps Boost Their Close Rate by Branding Correctly on LinkedIn
As copier reps, it is imperative to continue to nourish, maintain and grow your existing client base. What has become challenging is grabbing net new business. Net new business fuels the growth of your dealership! As copier reps, there is a new currency and we call this trust and value. We must adapt and adopt to integrating the use of social media to create major branding and marketing opportunities to build trusted networks. In the business community, people "believe" when your friends...
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3 Ways Copier Sales Reps Can Use LinkedIn To Solve Sales Math Problems
I know what you are thinking, "What does math problems and sales have to do with each other?" How many times have you all heard the "Sales is a numbers game" cliche? By incorporating simple sales math, copier sales reps can integrate LinkedIn to invigorate their sales funnels. No need for a calculator to help solve my social business development math problems. Allow me to ask a serious question to help set the stage. This may open up a "can of worms" with a vast majority of dealerships and...
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3 Ways Copier Sales Reps are Nailing Net-New Quotas Using LinkedIn
In a previous post, I referenced how copier reps can boost their close rate by branding themselves correctly on LinkedIn. Inside Hubspot's State of Inbound 2015 , Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process. We must make prospecting for NET NEW business a priority. This is the fuel to keep sales funnels consistent. Think about this quote for a minute and let it sink in... "Opportunities are usually disguised as hard work, so...
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Buyer 2.0 Couldn’t Care Less About Your Sales Funnel
Posted on September 16, 2015 by Print Audit By West McDonald, Vice President of Business Development, Print Audit & Owner, FocusMPS On Tuesday September 15th, I co-hosted a webinar that was presented by Aaron Dyck and Matthew McGuire of Digitek. I don’t usually write posts about webinars but this one really struck a bunch of nerves in all the right ways. The title session was “8 Ways to Generate More Sales Leads” and as vanilla as that sounds it was one of the most potent sessions I’ve...
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Prospecting doesn't have to be a Field of Dreams
Field of Dreams is a 1989 film, about an Iowa corn farmer who hears a voice telling him: "If you build it, he will come." He interprets this as an instruction to build a baseball diamond in his fields; after he does, Shoeless Joe Jackson and other dead baseball players emerge from the cornfields to play ball. Ok, what the heck does this have to do with prospecting? Ask any sales representative their strategic plan for developing business and listen for stone cold silence.
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Why We Love B2B (And You Should, Too!)
Social selling and marketing gurus are firing loaded machine guns directed right at sales departments. 1.47 billion --The amount of active users that are on social media right now! (reported by emarketer ( eMarketer ) 2 out of 3 - That’s how many companies do not have a real social media strategy for their sales teams. Haven’t you ever wondered why so many businesses fail every year? ( Sales Management Association ) We’ve all heard this popularly-quoted statistic: that 70%...
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Don't Become Sales Settlers
I applaud DirecTV with their diversity. Not only are they continuing to make an impact within the cable TV wars; but they have also made a substantial impact within the sales world (more in a bit). Their recent campaign plays on one single phrase, showcasing a frontier-era family in a suburban neighborhood who stick to antiquated ways such as a horse-and-buggy and, by the way, cable. “We’re settlers son, we settle for things,” explains the father in “Neighbors”...
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Five Awesome Apps for Imaging Industry Sales Reps
Thought I would share some of the apps that I use for work. I can only wish that there were more industry related apps available to those of us in the industry. Zello My son turned me on to this app about a month ago. Do you remember the Nextel radio phones? If so, this app replicates that radio experience with the instant connection. After downloading the app, you can submit your contact list to see if you have any mutual connections that are using Zello . I was...
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How I Revolutionized my Sales Results, and you can too!
I absolutely love the personal relationship building aspect of sales. Based on building these personal business relationships, I discovered the secret power behind LinkedIn. It’s the personal connection that makes the difference ...
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Why We Love Building Relationships (And You Should, Too!)
I wrote a post last year, “People buy from People” We can expand on it to include, people buy from people they know like and trust which in turn can help them solve a business problem. I believe at the core of “People buy from...
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It's the 21st Century, Is your Sales Team Stuck in the 1990's?
1988 has some great significance to me. As a raving Los Angeles Dodgers fan, I cringe knowing this was the last year they won the World Series. Kirk Gibson’s infamous homerun trot is a distant memory. More importantly, this was the year I...
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3 Sales Stages Copier Reps Can Use Content To Close Net New Business
"Coffee is for Closers" a legendary sales line from the iconic sales movie Glengarry Glen Ross. Yes, closing is part of the sales process. However; allow me to introduce you to a new mantra... "Content is for Closers" Think of all the collateral material as copier reps you share with prospects and clients throughout the life of the sales process. Each stage of the sales process demands educated conversations and an accessible supply of quality information. In this hyper-connected, instant...
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I tried LinkedIn, it Doesn't Work
Before there was the internet, smartphones and video games; kids who grew up in this era had to find creative and innovative ways to entertain themselves. Let the dating myself begin…… kick the can, stick ball, over-the-line and...
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Cisco Announces Meraki Cloud-Managed Network Service
Cisco Announces Meraki Cloud-Managed Network ServicePosted by Lee H. Badman June 04, 2013 Cisco is announcing a new managed service offering built on the Meraki product line that it acquired last year. The Cisco Meraki Managed Services Dashboard is a...
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This is HOT! OfficeDrop Unveils Custom Cloud Solutions for the Printer and Scanner In
OfficeDrop Unveils Custom Cloud Solutions for the Printer and Scanner IndustryPrinter and Scanner Manufacturers Can Now Take Their Services From Hardware to Mobile With a Full Suite of Cloud OfferingsCAMBRIDGE, MA -- JUNE 29, 2012 -- OfficeDrop, a...
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Smart Process Application Market 2015 - Global Forecasts to 2020 for the $43 Billion Market with EMC, OpenText, Appian, SAP, KANA, Lexmark, Salesforce.com & Kofax Dominating
DUBLIN , June 12, 2015 /PRNewswire/ -- Research and Markets ( http://www.researchandmarkets.com/research/grv4gl/smart_process ) has announced the addition of the "Smart Process Application Market by Solution, by Service, by Deployment Type, by...
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Paranoia is Paralyzing
According to the definition in Wikipedia, Paranoia is a thought process believed to be heavily influenced by anxiety or fear, often to the point of irrationality and delusion. Paranoid thinking typically includes persecutory beliefs, or...