Tagged With "High Performer"
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Re: The "Your Price is too High" Objection
Would the lower price be a bargain if the competition doesn't show up when the customer needs them?
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Re: One BIG Take Away from the Top 100 Summit
Interesting test. Hope the dealers use it to find their future top producers. Enjoy your day...
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Re: One BIG Take Away from the Top 100 Summit
Art, Great article I always used the purpose question when hiring. Ask the candidate what their purpose is, what would drive their core being to do what every it takes as long as it's legal, moral, and ethical to succeed in the career of sales? When people have the conviction for their purpose they will have the strength needed when the world of circumstances attempts to stop their momentum.
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Re: One BIG Take Away from the Top 100 Summit
This is a tough business and finding young blood who are willing to gut it out is HARD. I've been in this industry for 5 years now and every year the thought of quitting enters my mind. The reasoning to stick around has to be more than just about money. For me, lasting 10 years in copier sales is the equivalent to getting my "black belt" in "the art of selling." I already have the confidence to feel like I can do anything -- real estate, start my own business, etc... I've gone through the...
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Re: This Week in the Copier/Office Equipment Industry 10 Years Ago Fourth Week of September 2004
Thanks for your email. I will be out of the office until Monday, September 29. I'll have limited access to email and will return your message as soon as possible. All the best, Andrew Jones Muratec America, Inc.
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3 Things Sales Reps Need to Do To Help Smash Their Sales In 2019
To everyone in sales, you can perform much better and become more successful, if you just learn to master with consistency the basics. Vince Lombardi , the great Green Bay Packers coach, once said that football comes down to only two things: Blocking on offense and tackling on defense, and those are the basics his teams spent 80% of their time on in practice. Many analogies have been made between sales and sports. It’s often been said the one key fundamental principle in sports is to focus...
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This Week in the Copier Industry 5 Years Ago, The Third Week in January 2014
Enjoy the threads from 5 years a go this week! Topic Five Vendors Earn Winter 2014 BLI “Picks” in the A3 Color Category Art Post · 1/23/145:35 PM buyers. Konica Minolta Business Solutions, U .S.A., Inc. Konica Minolta bizhub C 364e Outstanding 31- to 40-ppm A3 Color MFP Konica Minolta bizhub C 454e Outstanding 41- to 50-ppm A3 Color MFP KYOCERA Document Solutions America, Inc. KYOCERA TASKalfa 5551ci (Also sold under the Copystar brand) Outstanding 51- to 60-ppm A3 Color MFP Ricoh Americas...
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Imaging Channel, DEX Imaging and Staples oh, Imagine the Probabilities
Thanks for chatting with Staples. Yes, Sir, we can deliver the New A4 you bought online. How’s Tuesday? Can we bring it with your supply order? Yes, one more question can you pick up and dispose of my old copier? Yes, we can let's discuss that when we come out to perform your managed print assessment. Thanks again for choosing Staples. End of Chat For Now!! 2019 is indeed starting with a bang. The Imaging Channel changed on Friday the 8th of February. Well, that’s what some will say. In...
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This Week in the Copier Industry 5 Years Ago, The First Week in September 2013
Konica Minolta and Komori Debut World's First 23"x29" Digital Inkjet Press at PRINT 13 Art Post · 9/5/137:08 AM today's highly competitive printing marketplace. Delivering a high level in print quality coupled with impressively fast make-ready and open systems architecture, Komori presses help printers achieve the higher productivity and efficiency levels essential for increased margins and business growth. Komori America Corporation headquarters are in Rolling Meadows, IL with sales and...
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This Week in the Copier Industry 10 Years Ago, The Third Week in September 2003
There's a great thread below "Print Management" Truth and Lies". It's a compilation of threads from members about best and worst practices. Check it out if you have the time. Enjoy the threads from ten years ago this week! Weekend Copier Notes from 09/14/08 Neal · 9/16/087:20 AM 11% annually o copy volumes are declining 2% annually o HP sold 60 million printers last year o Xerox sold 3 million printers last year o Kyocera only sold 115,000 printers last year o Average print volume for a...
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Selling Copiers in the Seventies with Steve Mcbride
About a month ago I had the opportunity to attend the BTA National event in New York City. While at the event I ran into Steve Mcbride, Steve is currently VP of Sales with Innovolt. We had an interesting discussions about the cool Bluetooth technology with the Innovolt Smart Protectors (you can get these from Polek & Polek ) and how techs can identify the voltage in the MFP through a smart phone. I also found out that Steve had started selling copiers in the late seventies. Thus, I asked...
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Selling Copiers in the Seventies with Darrell Leven
It was good to see Darrell Leven at the recent BTA National Event in New York City a few weeks ago. During one of the breaks we had the chance to chop it up a bit about the imaging industry. Where we started and how we go to where we are today. During that chat is when I found out that Darrell started selling copiers in the late seventies. I asked if he would mind contributing to our Selling Copiers in the Seventies blog. Here's Darrell! What year did you start in the industry and what was...
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This Week in the Copier Industry 15 Years Ago, The Fourth Week in June 2003
Fifteen years ago, hard to believe that many of us have seen so much come and go during those years. The Ricoh Aficio 1224 was an A3 color device that printed 12 pages per minute in color and 24 pages per minute in black. We had some horrific problems with speed when the Ricoh 1224 would go into an auto calibration during a print or copy run. It would take up to 5 minutes to calibrate and then restart the print job, and yes we had many frustrated users because we weren't aware of how the...
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Ten Reasons Why the New Ricoh IM 350F, IM 430F and IM 430Fb is a Winner
It's been sometime since Ricoh introduced the MP 301 (A4 black MFP 30ppm). Five years is a long time to hang on to a model, especially when A4 devices are being introduced left & right. There's a new kid on the block of A4 devices. Ricoh is now offering the IM 350f (37ppm), IM 430F (43 ppm), and the IM 430fb (45ppm). All devices come standard with copy, print, fax and color scan. Anyone can get the speeds and feeds on these devices, but I wanted to dig a little deeper and express what I...
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The Print Equipment and Services Industry must separate their deliverable.
Recently I had an opportunity to speak at ITEX, An Industry event for technology resellers. During that talk, I discussed the three types of deliverables or more importantly the three types of end-user customers within the print equipment and its services industry. This industry is strangling their full profit potential as they continue to deliver these different types of customers with the same processes. Here are the three equipment customer types: 1. High-Volume segments 6,7, and 8...
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This Week in the Copier Industry 10 Years Ago, The Third Week in November 2008
Busy, busy week last week, at least for Monday and Tuesday. Wednesday turned out to be a dud with just a couple of small orders. We all know the story for Thursday & Friday. I took a well deserved break from the site for four days. End of the year, the month, the year and the quarter coming up. I LOVE THIS TIME OF YEAR! Enjoy the most popular threads from ten years ago this week. Ricoh, IKON, and the Next Great Bubble ''''1 11/15/084:31 PM acquisitions to date - or the next big bubble.
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This Week in the Copier in Industry, Third Week of November 2003
My sales month ended today, thus allowing time for our beloved bean counters the chance to close the month on the calendar end of month. don't mind and I'm kind of use to it. I figure that closing the month early gives me two end of the month chances to close some orders. Of course one is our actual close and the other is calendar end of month. December this year is a little frightening since Christmas falls on a Tuesday. Which means most will not be working on the 24th. Thus December only...
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This Week in the Copier Industry 15 Years Ago (First Week of February 2005)
Struggle, struggle and more struggle seems to the topic for the month of January. I'm in a slump and need to pull out of it. Today I had three planned calls after driving back from our 2020 Kick-off meeting yesterday. It was more of laying the seeds to reap in coming months, actually more like the third quarter for this year. Two calls went well and the other company moved on me. Thus, I need to do more leg work. Seems next week will be a complete week of working the phones and emails! Enjoy...
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Selling Copiers in the Eighties with Roland Tolan
Roland and I found each other about 6 weeks ago on Linkedin. Seems Roland and I have a similar background with selling copiers. We both started in the eighties. While I was on the East Coast and Roland was on the West Coast. We've never met but hoping our paths will cross soon! How did you find your way into the copier industry? In 1985, I was 23 years old. l was ready to join the sheriffs department in Los Angeles CA., my mom begged me not to do it. A friend of mine was a salesman at small...
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COVID19 "Remote Working" Day Twenty-One of Sales
Another day, another dollar. Actually a great reminder that we can make what ever we want when we want. I may need to bag that for the better days that lie ahead. Our brilliant Governor just extended the "stay at home" order until May 20th! That's what I heard on the news today. I need to double check that, and if it's true I'm thinking that he'll be bumping heads with our President in the near future. Says he'll re-evaluate the states progress at that time. We need to open the state back up...
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COVID19 "Remote Working" Day Twenty-Four of Sales
Yay! Friday night and the weekend lays ahead! Not so fast grasshopper since tomorrow is going to be in the high thirties and raining in the AM. Maybe we'll see a high of 50 degrees. Typically this time of year is prime for combing the beaches and finding money. Well not really finding money but finding sea glass, jingle shells and hard clam shells that I turn into wampum. For me each piece of sea glass can mean $10 a pop. The shells are worth the effort because I'll also turn them into...
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This Week in the Copier Industry 10 Years Ago for the Last Week in April of 2010
Interesting about what a difference 10 years can make in an industry. Just this week Canon profits will drop 80%. Ten years ago they had posted a profit that had tripled. Ten years ago clients and sales people alike were all concerned about latent images left on copier hard drives. Enjoy these threads from ten years ago this week! Weekend Industry Notes for 4/25/10 Neal · 4/26/107:24 AM which has resulted in the opening of offices in 15 metropolitan areas in the last year - Rosetta...
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This Week in the Copier Industry 10 Years Ago (Third Week of February 2010)
Still chatting about today. It was an awesome day for me. For something that I didn't think I would perform well in, let's just say I nailed it. Yes, there's still plenty of fight in this old dog when it comes to selling! Enjoy these threads from Ten Years Ago This Week! Océ and Konica Minolta revise production print alliance Guest · 2/17/1010:21 PM marketing manager for production printing at Konica Minolta Australia, told ProPrint the two companies will continue to sell OEM products under...
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This Week in the Copier Industry 5 Years Ago (Third Week of February 2015)
It's late and the last post of the night for me. Enjoy! bid tabulation for Ricoh Toshiba Xerox.pdf Art Post · 2/21/1511:05 PM Blog Post This Week in the Copier/Office Equipment Industry 10 Years Ago Fourth Week of February 2005 Art Post · 2/21/1511:36 PM Canon and would appreciate any and Xerox6030 With P/S 2/25/05 10:23 AM Topic by Guest Does anyone know anything about The Xerox 6030 wide format copier that prints and scans and how it compares to the Ricoh 240 Ricoh MV310 2/24/05 7:28 AM...
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Copier Solution Shop Launches New Web Site for Dealers
It was about three weeks ago when I saw the preview of the changes that Copier Solution Shop made to their web site. If you're not familiar with Copier Solution Shop then it's time you should be. My friends over at the shop manufacturer third party accessories for copiers and wide format printers. The recent update now includes a dealer log in for their e-commerce site. Once logged in dealers can view the dealer pricing for their products and make those purchases. End users can only see and...
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ManagingThe Imaging Channel's Crisis
In this article, I will share what I envision coming, and some things dealers can immediately do to soften the impact of that vision. As the Industry's Customers investigate and explore their current circumstances so, must the dealers who sell and service them. Any mis-alignment will prove way too costly now and in the future. Over the last couple of weeks, the industry has been dished a new reality. The work from home business model is now mainstream, and many, including me, believe there's...
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This Week in the Copier Industry 15 Years Ago (First Week of April 2005)
It's late, need to be ready for another day. You know what they say another day, another dollar! Xerox Launches Industry’s First Color................ Guest · 4/4/057:46 PM Xerox CopyCentre® C118 black-and-white copier and Xerox WorkCentre® M118/M118i black-and-white basic multifunction systems. These compact MFPs are designed for small to midsize workgroups that require copy, print, scan and fax functions. · The EFI™ Fiery X12e controller for the Xerox DocuColor 12 color copier/printer. The...
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3 Reasons Why Copier Sales Reps Help Your Dealership's Brand
When people ask you about yourself, what are the first few things you share? Aside from where you may live or whether you are married with kids, one of the first things you are most likely to share is your job title or what you do for a living. There’s a good reason as work is a common thread in most of our lives. Sharing with someone where you work and what you do gives them a good idea of what’s important to you. This is just a part of normal "get to know" conversation. In previous posts,...
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PRINTANALYZE and PERISCOPE
How to have your showroom in your pocket. Perform an unplanned presentation/demo Periscope is a live video streaming free app for iOS and Android. Their motto: Explore the world through someone else's eyes. You can really see live what others are shooting in the world. Broadcasting can be public or private. PrintAnalyze is cloud software designed to help the salesman in the Imaging business. The spark came from Art Post’s blog. Yes, of course, the idea would be to present something that...
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10 Ways to Close Net New Business #5 of #10
Whether it's the golden fleece, the golden egg, or the coveted Jersey Italian hot dog, we're all looking for a way hit our net new business quota. For me, it's been a bit of a rough patch lately, even though I've got top business...
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Are Your Salespeople Providing a Reason to be Hired?
All human beings are entrepreneurs. When were in caves, we were all self- employed... finding our food, feeding ourselves. That's where human history began. As civilization came, we suppressed it. We became "labor" because they stamped us, "You are labor." We forgot that we are entrepreneurs. - Muhammad Yunus, Nobel Peace Prize winner and microfinance pioneer In the start-up of YOU , Reid Hoffman and Ben Casnocha share how you can accelerate your career in today's fiercely competitive,...
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How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!
In advance of our Print Analyze App (smart phones & tablets) that is scheduled for February 9th & February 15th , I asked Jean Francois LE BRIZE to provide me with the same story that he told me at my first webinar a few months ago. Below is the blog from Jean: Thereis not a lot of software aimed at the salesman in the Imaging business. Among them, PrintAnalyze Full. PrintAnalyze Full is a cloud solution: the Salesman can perform audits, retrieve meters, calculate a...
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What is a Searchable PDF & Why it's Still Important with Copiers
Sometimes we need to educate right? At all of my appointments, I will mention that our devices will scan documents to searchable .pdf's. I will then follow up with, "do you know the benefits of being able to create...
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Selling Copiers “The Good Ole Days”
Selling Copiers “The Good Ole Days” Pac Man, Space Invaders and Donkey Kong were cool, everyone was wearing Raybans, Nike Sneakers and Members Only jackets. In 1982 I sold my first copier, I started in the...
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This Week in the Copier/Office Equipment Industry 10 Years Ago 4th Week of November 2005
Below are the top threads from ten tears ago on the Print4Pay Hotel forums. Hard to believe it's been 10 years since we had the Connectivity Café from Ricoh. RE: Howies Performance...
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DocuWare Earns High Grades from University Fund Raisers
DocuWare Earns High Grades from University Fund Raisers University of Montana Foundation DocuWare Case Study Nestled in the heart of “Big Sky” country, the University of Montana draws 15,000 students a year to its Missoula, Montana...
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Ricoh MP 401SPF Spec Review
With out much ballyhoo, Ricoh introduced two new A4 (can't scan, print, copy or fax 11x17) Black MFP's. The Ricoh SP4510SF and the MP 401SPF. It's my understanding that the difference between the two devices is that the SP4510SF...
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Email is alive, well and evolving
Email is a part of everyday life. It should come as no surprise, then, that it is widely used in corporate environments. Many believe that email will not be around for much longer due to the adoption of social media, text and instant messaging and...
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10 Awesome Tips for a Great MFP/Copier Demo
Demo, what the heck is that? In other posts I've mentioned that demo's were the way we used to sell copy machines many years ago. One of the requirements of a copier sales person is that you needed to have some type of station...
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Selling Copiers "Bring Back the Eighties"
Tonight I caught a award show on TV titled "Golden Gods Awards 2014". On the screen was one of my favorite singers from the eighties. OMG, it was Joan Jett! At 58 years old, Joan Marie Larkin was still rocking out. Just hearing the lyrics...
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8 Talking Points for Selecting an Imaging/Copier Vendor
I've been in down the street office equipment sales for 33 years. Over that time I've seen and heard it all from prospects who are considering a new vendor or manufacturer. Many times... and by the way I just had a prospect email me today...
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5 Reasons Why Cold Calling is NOT Dead
What exactly does a Cold Call mean? To me, it's the first contact with a potential prospect by either a phone call or stop in. Funny, I was looking for some images on google for "cold call" and ninety-nine percent of those images...
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Rhythm of Selling with Copiers & Office Technology
Every time I post "This Week in the Copier/Office Equipment Industry 10 Years Ago", I'm always thinking of what I was doing ten years ago, with business and personal stuff. It's rather gentle reminder of how fast time moves past us. ...
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This Week in the Copier/Office Equipment Industry 10 Years Ago Third Week of August 2004
I got nothing for some type of world event headline for ten years ago this week. Thus enjoy these Print4Pay Hotel threads from Ten Years Ago This Week! Minolta South Africa...
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This Week in the Copier/Office Equipment Industry 10 Years Ago Fourth Week of September 2004
In the world of the fictional television series Lost , Oceanic Flight 815 goes missing somewhere over the Pacific Ocean en route to Los Angeles from Sydney, Australia. I found this interesting since flight MH370 went missing many months ago. I...
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31 Ways to Close More Sales (#4 of 31)
Over the years, every now and then I've stumbled across some great way to new way to prospect. Whether it was to perform dual prospecting or in my latest find I found out something that you can do with the FREE version of linkedin to get you...
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How Well Do You Know Your Print Drivers?
It seems that I don't know them as good as I thought I did. But where do we find the time? PCL5, PCL6, PS, Universal drivers, I can't stand it! Just the other day I had a demonstration with one of our devices and I was...
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4 Sales Tips to Make You Smarter than the Average Bear!
I was reading and older blog post and then caught a thread about selling and with that I thought I would share some ideas about sales in general. You've got to be different and you've got to be smarter than the average bear! Search for...