Tagged With "Sales Force Productivity Conference"
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Re: COVID19 "Remote Working" Day Twenty-One of Sales
An excellent webinar on how to virtually prospect. https://vimeo.com/407322860/7ef91c5b72 What to say, what to do from America's #1 Sales Outsourcing Provider of the Year. https://www.koppconsultingusa.com/
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Re: When life gives you lemons, make lemonade
@wesmcartor this should be an awesome event for dealers
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Re: COVID19 "Remote Working" Day Forty-Three of Sales
I just created my own YouTube channel doing product videos with future ones planned mostly focussed on MS365. https://www.youtube.com/watch?v=_OotckdOtEg ... and I am working Linkedin a lot more in different ways. Most of the people I know say they have never gotten a lead from Linkedin. They think of this site as a static business card talking about who they are and not what they can do for the customer. They never post to Linkedin. Like most things, Linkedin requires almost daily work to...
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Re: COVID19 "Remote Working" Day Forty-Three of Sales
SSG that's an awesome video! You can send links to clients, and direct them to your channel. It's a virtual demo that keeps on giving. Kudos I have some of the same issues with getting appointments through Linkedin, however I know of several peeps that use Linkedin as their only source for prospecting and they are doing well. I will keep working it since I have a Navigator account now
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Re: Canon Production Question
While our Canon dealership sells neither product line, I'm pretty sure they're open to dealers. Canon's website shows a few dealers in our area for both the varioprint and imagepress models you listed.
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Re: Will outside Sales Rep's go away?
Yes agree! I’m not sure when they went online with them but I remember seeing them and didn’t have any use in selling them after that and the person over that product set doesn’t call or visit anymore 🤷🏽♂️
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Re: Ricoh Copy Output Tray for MP 9002
Another route you can take with these discontinued options is to order the parts through service. For instance the product code for this one is B756 so if you were to go to rfg-esource and search for the product code there is a parts book for the copy tray option and you (service) can order the parts. I have needed to do this with things like fax options.
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Re: Print Copy Tool versus Plotworks
John, The PrintCopy Tool compares pretty favorably to Plotworks. I attached two documents to this post. The Product Support Guide lists differences between the two products. The PowerPoint has screen shots of all the settings in PrintCopy Tool. I hope this helps.
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Re: Things getting weird for Xerox Dealers
Very strange. I interact with the CRG on a regular basis and have had no indication of reduced staff, etc. I can’t comment on your issue with parts as we do not rely on xerox to send our parts, we stock and replenish out of our own warehouse. No substantial difference between xerox parts on b/o than Canon or HP. Not nearly as bad as Ricoh. We dropped the ricoh product years ago as we couldn’t handle the constant toner b/o issues. Parts I can somewhat understand, but toner? Hope that your...
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Re: 10 Ways to Close Net New Business #4 of #10
Just a short update in reference to the account I was speaking about. The IG came back with many additional questions today, asking if the cost per page could be lowered, the annual cost of the maintenance agreement, and the price of the system. I stated NO on all accounts. We had started with a 25ppm color A3 device and then moved to an A4 color device. They were not even happy with that price. In addition when they received all of the no's they asked about pre-owned or used. I then stated,...
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Re: When is Net New Business not Net New Business?
Interesting perspective. We constantly have the talks about competitive machines we took on service, especially brands we don't carry. I tend to consider is taking a Konica on service and then a year or two later upgrading it to our equipment net new business from the sales side. Obviously we had net new business on the service side but not net new for "x" with the equipment sale. I'd be interested to hear how others see this. I hear a lot of people say it doesn't matter but if I bring a...
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Re: When is Net New Business not Net New Business?
I've always learned the two terms separately: Net New Business: Placing an MFP into a new account that had no existing MFP Competitive Knockout: Displacing a competitor's MFP with your own Base Upgrade: Upgrading one of your current MFP's Base Net New: Adding a new MFP into one of your current accounts The terms would be based based on the department. So for your car dealer example, you would be an existing account for their service department but net new business for their sales department.
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Re: When is Net New Business not Net New Business?
I was wondering if the subject of those customers who were acquired through service was going to come up, & Jason's comment is certainly "food for thought"... In his example, he brought on the service customer (with the obvious intention of upgrading them at the first opportunity) & the dealer gets a contract & machine sale that they otherwise wouldn't have. Sounds like net new to me. In my experience, though, most of these service to machine sale conversions are from customers...
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Re: When is Net New Business not Net New Business?
Jay, We typically go after about any machine other than a Xerox. If someone wants us to service their machine and its not a complete piece of junk we will take it on and will get parts and supplies from dealers etc. until we can upgrade to one of our lines; Savin, Canon, or Samsung. We expect our reps to go out and take service agreements and we pay them the first months billing. Most don't like to mess with 30.00 agreements but they add up and eventually you find a big one. We had a rep who...
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Re: When is Net New Business not Net New Business?
We do almost the exact same thing... anything but Canon, Toshiba, & Xerox. If I could get Reps to bring in 4 figure maintenance agreements, life would be spectacular!
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Re: When is Net New Business not Net New Business?
We were staying away from Toshiba for a long time until we had a friend who could sell us parts, supplies, and give us manuals etc. those 4 figure contracts certainly do help. Seems few and far between but I'll take them when I can get them.
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Re: When is Net New Business not Net New Business?
Originally Posted by Czech: I've always learned the two terms separately: Net New Business: Placing an MFP into a new account that had no existing MFP Competitive Knockout: Displacing a competitor's MFP with your own Base Upgrade: Upgrading one of your current MFP's Base Net New: Adding a new MFP into one of your current accounts The terms would be based based on the department. So for your car dealer example, you would be an existing account for their service department but net new business...
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Re: When is Net New Business not Net New Business?
In my opinion, Net New is any revenue stream you did not previously have. Take over service of a competitor's equipment = Net New. Replace that machine purchased from a competitor with one of your own = Net New. Take over management of their print fleet or IT infrastructure = Net New. Replace those printers or computers, Net New. Time comes to renew those contracts at a lower or identical service payment= Upgrade. But, if their monthly payment increases, the difference between the old...
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Re: Register for BTA's Aug. 20 Webinar Focused on Proactive Prospecting
Unable to click on the registration bar. Sincerely, Gary Morse Business Development & Client Relations Eastern Business Systems, Inc. 125 Wilbur Pl Suite 210 Bohemia NY 11716 Office: 631-567-8111 Fax: 631-567-8550 Gary@GoToEBS.com<mailto:Anthony@GoToEBS.com> www.GoToEBS.com < http://www.gotoebs.com/ > Tomorrow's Technology Today...
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Re: Register for BTA's Aug. 20 Webinar Focused on Proactive Prospecting
You can follow this link and then select the register link http://www.bta.org/events/event_details.asp?id=653173
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Re: Register for BTA's Aug. 20 Webinar Focused on Proactive Prospecting
Did anyone else catch this? I sat in for about and hour, although it was nothing really new, it did remind me of the basics. Actually there was something that I didn't even think of, when we're making phone calls, we are actually conducting "disruptive marketing", gee, never thought about it that way. I'll be posting the power point to the "clips" section of the our site either tonight or tomorrow. I did enjoy the presentation.
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Re: Ricoh & Epson = "perfect together" NOT!
The Epson argument has been going on for years. I brought one product in as a complement product and direct print production sales fought for Epson devices as part of the portfolio. I wouldn't allow it. However, with Vellek in charge of all product marketing, a lot changed. Overall profitability on Epson to Ricoh is about 7-9%. Plus there is no way to lock a customer into a toner inclusive deal when they could by it anywhere on the web. Losing proposition for Ricoh, winning for Epson. I ran...
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Re: Bad salespeople still exist, don't they?
Spot on Art. I love Gary Vaynerchuk's famous quote, "Legacy is greater than currency." You never know where you will be in 5 years. Walking away from every deal with your reputation and integrity intact is more important.
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Re: The only 3D printing company anyone’s heard of just laid off a huge chunk of its staff
3D printers commoditized way too quickly. They are turning into desktop printers where there is only money in the supplies. It's a shame because they took a specialized product and tried to find a way to place it in every household by dropping the price tag.
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Re: The Death Of The B2B Salesperson [Infographic]
Art, I call Bull ****! At least for our industry, the copier industry! This may be true of a commodity (like envelopes, or coffee, or even a PC) but copiers, really MFDs require a lot of attention, both before and after a customer buys it. This article seems to be written by an old brick & mortar company that successfully transitioned to internet sales. This will work for any company that drop ships their products. And I agree that the MFD manufacturers would LOVE for this to be, or...
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Re: The Death Of The B2B Salesperson [Infographic]
Vince: Well stated! I'm having a hard time with this also. We've seen Ricoh on-line now, they are pushing the envelope with direct vs dealer. I agree with you, what happens once the box arrives, what they thought they were getting because product marketing for all manufacturers have a tendency to over state what they systems can and can't do. I'm hoping we are right and Forrester is just pushing BS
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Re: Canon IRC3330 email encryption
Jason, Having some difficulty with ISG. If you can login, find the C33XX then product release neaqr the bottom of the column then open the "systems guide".pdf.
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Re: Are Copier Sales Reps Asking the Right Questions
As you said, this blog wasn't meant to cover all the bases but your comments about brand loyalty and brand/service provider loyalty are only true if the decision maker has been the same for each decision. If you aren't talking to the owner, you may be talking to a totally different person than the one that made past decisions. You need to know that before you decide whether to pack your bags and walk away. Also, in a leased equipment environment, the decision to stay with the same brand and...
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Re: Why Social Selling Stinks for Most Copier Sales Reps
Very interesting point of view. Always informative. Old adage. The more activity the greater the results. Plan your work. Work your plan. Have a great day.
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Re: Why Social Selling Stinks for Most Copier Sales Reps
Art, love this! You know my take on the integration of social into the sales process. Sales requires hard work as most will not put forth the effort. The reason why ones social anything stinks is their effort, plain and simple. Operating with an analig mindset in a digital world = death blow to a sales rep.
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Re: Why Social Selling Stinks for Most Copier Sales Reps
Who else has a marketing team write their blogs?
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Re: Why Social Selling Stinks for Most Copier Sales Reps
My dealership does, we use DealerMarketing for our blog posts.
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Re: Toshiba e-Studio Erasable Toner 4508LP Questions
I do not know yet. The product is not yet released in my area until mid August.
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Re: Toshiba Introduces World's First Copier Delivering Erasable and Black & White Prints
Imagine a CMYK copier, except remove the CMY toner and developer and insert a new Erasable Blue (EB) toner and developer. Modify the copier so that when the Erasable blue toner passes back through the heat of the fuser, it de-colorizes the blue to white. A new rules based print driver can automatically makes software apps like emails auto print in blue plus provide a new counter to show how much paper, CO2 and money you saved. The previous generation product appealed to too small a section...
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Re: Copier Parts & Accessories China Tariff Starts in 9 Working Days
More than a few copier/ printers are manufactured in Thailand and the Philippines due to low labor costs. I do not know but I think these products tend to be more low end A4 and printer products. I think most A3 product is made in China. I can only speak for Toshiba but I know the majority of North American toner is made in North Dakota. As I am from Canada, I am hoping with fingers crossed that this very likely US tariff war with China will not effect us.
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Re: Copier Parts & Accessories China Tariff Starts in 9 Working Days
Canada charges a 270% tariff because the US has a massive over supply of milk production. If US dairy product was to enter Canada without tariffs it would destroy our perfectly working dairy industry. Why should the USA be allowed to destroy our milk industry so as to partially solve a problem created within the USA? Besides, how do you think Canada maintains its "free" single payer health care system. It is by charging high taxes on all consumer purchases. I do not think that anybody thinks...
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Re: 57 Days of Selling Copiers "Day 2"
Sorry we did not catch up last evening. Great meeting... Let's try to connect before year end.. Enjoy the day... Larry Kirsch
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Re: 57 Days of Selling Copiers "Day 2"
Sent from my iPad > On Oct 6, 2016, at 8:32 PM, Print4Pay Hotel < alerts@hoop.la > wrote: >
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Re: Sales And Branding Must Get Married, And Larry Levine Is The Priest
What is a recovering copier rep?
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Re: Sales And Branding Must Get Married, And Larry Levine Is The Priest
Art, you will figure it out one of these days!
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Re: Sales And Branding Must Get Married, And Larry Levine Is The Priest
Do you mean former copier rep? The only way I can see myself as former is when I retire. Recovering almost sounds like selling copiers was a "bad thing"?
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Re: What Makes December One of My Best Sales Months for Revenue
It's so simple, i don't understand why people don't do it. I guess sometimes things are so simple it's not thought of or it is so simple people make it hard.
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Re: 3 Things Sales Reps Must Use So They Don't Look Like Sales Monkeys With A Loaded Gun
Kind a reminds me of the "six foot question". TY
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Re: 3 Things Sales Reps Must Use So They Don't Look Like Sales Monkeys With A Loaded Gun
What would the question be?
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Re: Rumor has it that...
Rumor has it that Canon is not going to take the new game changer product through the BTA dealers. Not good.
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Re: Rumor has it that...
It's not the 75ppm a4 Canon machine that I speak of...There is another product that is a major game changer.