Tagged With "Relationships"
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Re: Are we Lying to Ourselves?
Absolutely true, Ray! The Life Cycle (of a product, a concept...) is a fundamental fact. There will be blood for those who do not react in time!
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I Clicked and Didn’t See You
It’s a digital world, where are you? Today more and more of yesterday’s customers are finding new providers who deliver a digital better experience. I still hear many in sales talking about the need and value of building relationships. The problem is they are using 1990 construction methods. Today not only buyers but assumed happy customers are clicking their mouses in search of knowledge or, in search of something different, and unfortunately, many current providers are not showing up in...
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The “Relationship-less” Sale
Yes, I created a new word. “Relationship-Less” As time moves along so must our thinking. I first published this article in March of 2019, With the current circumstances we are all living through I wanted to re-publish. The world's businesses and the world's people will advance in their digitization by at least five years. I fear many B2B sellers will confuse their temporary great relationships; relationships created for and in a different time. The changes caused by this pandemic regarding...
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3 Things Copier Sales Reps Must Embrace To Thrive In A Relationship Economy
What is required to take your business relationships from good to great? I believe the principles behind Jim Collins book Good to Great can be applied to how copier sales reps build relationships. Let's take the “Hedgehog Concept” which means having a simple, extremely clear concept of what your business is. As copier sales reps, your business is something you can... Make money at Be passionate about Be the best in the world at "Greatness as a sales rep is a conscious choice and a...
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3 Ways Copier Sales Reps Can Protect Their M.I.F. (Machines in Field) Integrating The Use Of LinkedIn
Is there customer loyalty in business today? I sincerely believe it is harder today to keep your clients happy than it was 10 years ago. We can thank all of the social media outlets for attributing to this. It has been engrained in copier sales reps heads retaining your customers is low-hanging fruit. However, understanding how to create loyal customers so you can retain them is one of the most important things for a dealership. For starters, it’s critical to know the fastest ways to lose...
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Are we Lying to Ourselves?
Do you ever wonder why, during a dying industry, or the collapse of a deliverable many continue selling themselves on their relevancy while their evacuating customers define them as irrelevant? Think about this. Innovative organizations understand the importance in selling relevant products, while dying organizations stay obsessed with selling the relevancy of their soon obsolete products’. Look at Sears, just one of the many brick and mortar retail organizations which continue the delusion...
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A Customers’ Experience is what determines their Satisfaction.
The old days of vendor complacency based on relationships are over. Today customers put more value on their Experiences , not only from the things they buy but those they engage to buy them. In a fast moving digital world, our customers can determine what they want, or believe they need long before they engage with those who deliver it. Organizations must learn how to monetize their Customers’ Experience , and then put the structure in place to exceed in providing a better experience than...
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Hey Sales Leaders... 3 Reasons Why Your Sales Teams "Social" ROI Sucks!
We didn't start the fire It was always burning since the world's been turning We didn't start the fire No, we didn't light it, but we tried to fight it Bill Joel "We didn't start the fire" what better way to depict what is going on inside the sales world today. Social media this, social networks that and of course social selling all seem to be everywhere as everyone is talking about them. Heck, self-proclaimed experts, pundits and so-called thought leaders are popping up everywhere reciting...
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Sales Leaders... Why Is Your Sales Team Referring To Your Customers As Customers?
"The quality of your life as a sales rep is based upon the quality of your relationships" We would all agree, customer experience matters more now than ever before and sales reps who don’t adapt to a customer-led mindset through personalization will fall further behind and suffer major customer churn. In today's modern business world, full of business intelligence, marketing automation tools and social media, your customers and prospects are expecting a different type of interaction; one...
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Supplier Relationship Management – A Solution to 5 Key Procurement Challenges
Supplier Relationship Management – A Solution to 5 Key Procurement Challenges Procurement includes the processes by which manufacturing requirements are translated into supplier requirements; how supplier relationships are managed; and ultimately the ordering of goods and services needed to produce the product. Leading edge manufacturing, pharmaceutical, food and natural resource organizations are realizing that the set of processes that surround procurement are not only key to short-term...
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"Business" Relationships are a Component of the Deliverable! Oh, Deliverables Change
Well, the Image Channel is undoubtedly heading for some needed updates. Over the last couple of years, I have been discussing the future and in search for more of the channel's leaders to help in destroying all that is status quo to a product-centric mindset. Know it's time for the channel to focus on the Customer, not just in words but in their actions. Customer-Centric approaches must replace Product-Centric mindsets. "Those passionate about approaching things differently, based on a...
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Relationships, Change in a Pull-Economy
That is my explanation of the Push-Economy becoming the Pull-Economy.” RJS How will customer relationships change? Here’s my thinking. In the product pushing sales environment of the past, the customer was sought after, courted and the seller of the product based their customer acceptance on the relationship they created with the buyer. In a Pull-Economy the buyer becomes the hunter the buyer forms relationships based on their experience in acquiring what they desire. A Pull-Economy removes...
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From Millennials to Baby Boomers: What Influences Tech Purchases
Millennials, those born between 1981 and 1997, are an IT purchasing force. They’re developing their careers, moving up the corporate ladder, and coming into roles that influence meaningful business technology spend. We also know their consumption habits are different from previous generations. Now the largest generation in U.S. history, our research shows millennials are often less responsive to impersonal marketing tactics, such as cold calls, direct mail, and mass emails. This shift...
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Before How is Why
“In a business creation or it’s reinvention, It’s the Why the customer buys it that starts the business plan.” Why should any company or industry reinvent themselves? A critical question for all businesses. Some will ask themselves this question long before others and create the answer for those competitors who waited. Too many waste time in the complacency of now, this complacency always demands justification on How something could be done different or modified and ignores the Why something...
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It's 5PM Do You Know Where Your Best Sales People Are?
I'm with you, in recent years it's been tougher and tougher to get through to DM's (decision makers) to schedule that first appointment. In some cases it's taken me a hundred plus calls and many years of trying to get the DM on the phone. The good thing about the 100 plus calls is that by the time I do get the DM on the phone they definitely know what I'm calling about. Gatekeepers are better than ever, and the thought of potential phone scams keep them vigilant in their quest to not let you...
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Capturing a Few Days On & Off The Road with Mike Hellebuyck, Senior Sales Director with DocuWare
I was fortunate enough to spend some time recently getting to know Mike Hellebuyck, Senior Sales Director – West, at DocuWare and catch a glimpse of what life on the road is like for him. As a sales director at DocuWare, he travels around the country, along with his team of Regional Sales Directors (RSDs), building successful business and personal relationships with Authorized DocuWare Partners and equipping them with the best tools and resources to sell DocuWare’s document management...
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The “Relantionshipless” Sale
Yes, I created a new word. “Relationship-Less” As time moves along so must our thinking. We hear a lot about relationships and their importance in the sales process. I agree with that. However, I also caution those who believe that their success will hinge on only building 1990 style relationships. In these times we live relationships are modifying too. Yesterday's relationship building as a must before selling. Is not the reality of many today's buyers. There are many things purchased every...
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Re: It's 5PM Do You Know Where Your Best Sales People Are?
That is so true. I think back at all the DM’s I’ve met in their office after 5. One I can think of in particular was a church who was a Toshiba direct customer. I was leaving a chamber event (about an hour from home) and saw lights on. I stopped in and the office manager happened to be there. We talked for a few minutes and hit it off. She asked me why I was still out prospecting in the evening etc. They still had about a year left on their lease and as we got closer to term and I had...
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Re: It's 5PM Do You Know Where Your Best Sales People Are?
Great post Art! I’ve got a team of young reps (23-27) and preach this to them on the regular. I’m hoping the same words but from an industry vet like yourself sink in. Thanks and hopefully one day before you hang up your fuser belt we can grab a cup of coffee and shake hands! Michael We’re celebrating our 50th anniversary in a new location! See my email signature for the new address! T. Michael Laverty Jr. Business Development Manager Colony Business Systems 155 N. Donnerville Rd.
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Re: It's 5PM Do You Know Where Your Best Sales People Are?
I got a decent chuckle out of the fuser belt also. @TML, you know once every couple of months I'm in your neck of the woods. Maybe we can met before I hang up my fuser belt!
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Re: 3 Things Copier Sales Reps Must Embrace To Thrive In A Relationship Economy
Nice, I've been living this dream of relationship building for thirty four years. Funny, when I first started in the industry. I had to sell on price, I made it through the first four by just selling price. It was not until I opened my first dealership that I realized the key to building clients was to build relationships.
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Re: 3 Things Copier Sales Reps Must Embrace To Thrive In A Relationship Economy
Nice Art! No relationships = up/down revenue. Strong relationships fuel sales opportunities.
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Re: Capturing a Few Days On & Off The Road with Mike Hellebuyck, Senior Sales Director with DocuWare
Travelling is the best way to relax and get new ideas. Great work
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Re: Sales Leaders... Why Is Your Sales Team Referring To Your Customers As Customers?
Great Article Larry! Spot on-there is a tremendous difference in the two words and, conversely, the relationship.
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Re: Sales Leaders... Why Is Your Sales Team Referring To Your Customers As Customers?
Thank you Rick! Indeed there is a huge difference. I encourage us all to work towards a change in mindset. I guarantee this shift will increase profits!
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IZEA Triples Fortune 10 Customer Relationship
Orlando, Florida, April 19, 2021 (GLOBE NEWSWIRE) -- IZEA Worldwide, Inc. (NASDAQ: IZEA), the premier provider of influencer marketing technology, data, and services for the world’s leading brands, announced today that it has been awarded a new contract from a Fortune 10 customer. The total amount awarded under this individual contract, which follows a smaller agreement signed only months ago, more than doubles the total amount of M anaged S ervices bookings attributable to this customer in...
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Survey on employee work relationship
Survey on employee work relationship Research published by HP Inc. based on survey results of employees in 12 countries 29% experience purpose, empowerment and connection to their work 20% believe the leaders have evolved their leadership styles to adapt to new working styles 25% consistently receive the respect and value they feel they deserve from employer 70% value strong power and technical skills 25% feel their employer implements the right tools to support hybrid work 83% are willing...