Tagged With "Gateway to Success"
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Re: Assume My Copier Lease....What?
I love the idea! I've tried this in the past with Kijiji or Craig's List with little success. I was wondering if you had any stats that this worked or that the leases were successfully transferred? Thanks!
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Re: Assume My Copier Lease....What?
Thanks for all of your questions and comments! To answer the first question by @AOSGROUP, we've had some success in our local area of Toronto, Canada. The transactions were completed manually before launching the marketplace. The current version of the marketplace was only launched this past January, so you guys are the early adopters. Transactions can take the form of either a lease assumption (where one credit-approved client assumes the lease of another as-is), or a split-buyout (where...
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Re: "You've just WON Presidents Club, What Are You Going to D0 Now?"
"I Love Cold Calling!" Don't worry - I haven't lost my mind. (Yet.) Cold calling isn't fun. You know it and I know it. So why did I say that? Because I can remember countless times when I heard someone say, "Cold calling is fun!" In fact, I even did it once. It's true. Early on in my sales career, when I was going from job to job, failing by cold calling, and not understanding why it wasn't working - after all, my managers all said it would work - I began deluding myself into believing that...
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Re: Inbound Marketing For Sales Reps (and Sales Vets)
Hey Greg, Absolutely. My only rebuttal is that the word content is so subjective. Do you write lengthy, 1000+ word articles, or do you focus on writing shorter articles you can post 2-3 times per day? For SEO purposes, either can boost your ranking in Google. The golden rule of SEO is that Google rewards good, original content. Black hat SEO will boost your rankings in the short term, but eventually Google's algorithms will catch on and punish your ranking. On the flip side of content,...
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Re: Inbound Marketing For Sales Reps (and Sales Vets)
Art, That traffic is incredible. I think a large part of it is that you've been doing this for 10 years. Persistence as they say, is the key to success! (Imagine if everyone copier rep blogged and stuck it out for 10 years!) Are you the leads you receive local or nation-wide? I'd love to offer more tips but really I'm not the guy to do it. I can only point people in the right direction. Gary Vaynerchuk - Social Media Glen Allsopp - SEO Tim Ferriss - Productivity Frank Kern - Direct Response...
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Re: State of the "Art" Sales Technology
Okay, thanks! I have the phone call, Email, In-person aspects covered. I use LinkedIn to find the right person—I don’t use it for communicating with them yet. I’ve tried to get referrals from people who are linked to them, but no success with that. My sales rep uses LinkedIn to continue my efforts. JeffR
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Re: 3 Things Sales Reps Need to Do To Help Smash Their Sales In 2019
Well put plan your work. Work your plan fundamental that has a high degree of success keep up the good work happy new year
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...
Art, Agree 100 % with you. It boils down to will do versus can do. Great coaches are so critical to sales success. Athletes flourish when coaches align with their talent. There is so much to learn from coming in second. As sales reps we can't win every deal but we sure can learn from them. Cam Newton, I do not doubt his ability, desire, determination and quest to win... Translate to a sales rep and if we acted that way we would not get the second chance as prospects or clients would not put...
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Re: When Did Selling Three Copiers a Month Become Acceptable?
Art, what a great post! Within this industry I have seen way too many people think they can waltz right into a sales job and start making big money and it will be easy work. Staying motivated and hard work is the best recipe for success.
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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 15 Years Ago, The Third Week in January 2004
Wow, a Super Bowl thread from back in 2004, talking about the 14 game win streak from the Pats. It was the Pats vs the Eagles. Fly Eagles Fly, no Super Bowl for you this year! Enjoy the threads from 15 years ago this week! Re: Super Bowl Poll! Our Year! · 1/16/048:54 AM The Patriots are now on a 14 game winning streak. They will go into the Super Bowl on the longest streak of any team since the '72 Dolphins. And Peyton Manning is putting together what might be the best postseason for a QB in...
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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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Wide Format Technology Update -The New Canon TM Series Wide Format Technical Series
Wide Format Technology Update -The New Canon TM Series Wide Format Technical Series Having just completed one of our most successful quarters ever, I can confidently say that one of the main reasons for our sales success in Q4 was the new Canon TM Series printers and MFP systems. This series was introduced by Canon to replace the very successful 78x series which had anchored the Canon iPF wide format line for the last number of years. The 78x series was overdue to be replaced and the...
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How Well Are You Creating Visibility? My Journey To Outbound 2019!
Those close to me, who know the real me, know I have no problem asking for help. Asking for help is not a sign of weakness. It's an opportunity to expand your horizons. I'm simply amazed by the amount of people who simply fail to ask for help. I've made it my mission to educate, engage and excite all those inside the sales world. Sales leaders and their sales teams must stand up, unite and transform how they go to market in a world full of sales mediocrity (I'm being nice). I believe every...
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This Week in the Copier Industry 10 Years Ago, The Last Week in January 2009
It's been a hectic week for me. Had to spend a couple days in PA for meetings, coupled with the end of the month. January was nothing but a bummer. That's what happens when you cram everything in for the end of the year. One item I was happy with was my commission check. Back to rebuilding the pipeline. Enjoy these threads from ten years ago this week. Weekend Copier Notes from 1/25/09 Neal · 1/26/096:56 AM server, which is a relabeled Konica Minolta PRO C 6501. This certification is based...
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This Week in the Copier Industry 15 Years Ago, The Last Week in January 2004
In the next day or so I'll be blogging about the new Ricoh IMC MFP series. There's a lot of new stuff and I'm chomping at the bit to get my hands on one. Enjoy these threads from 15 years ago this week! Peerless Systems Announces Everest Family of MFP Controllers; New Controllers Based on Sierra Techno Boston Mike · 1/28/046:58 AM document products rely on a core set of imaging software and supporting electronics, collectively known as an imaging controller. Peerless' broad line of scalable...
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This Week in the Copier Industry 5 Years Ago, The First Week in December 2013
Okay, we're back to doing three of these a wee. Where we look back on the threads from, 5, 10 & 15 years ago Enjoy these threads from 5 years ago this week! Canon U.S.A. Unveils Océ VarioPrint 6000+ Series of High-Speed, High-Volume Digital Production Printers Art Post · 12/5/139:45 PM deliver critical savings to print providers. This black-and-white printer is ideal for burgeoning industries -- such as on-demand, digital book printing -- due to its registration accuracy, outstanding...
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This Week in the Copier Industry 10 Years Ago, The First Week in December 2008
Enjoy these awesome threads from ten years ago this week! Weekend Copier Notes from 11/30/08 Neal · 12/1/087:06 AM . to strengthen its sales network in the U .S. after losing IKON to Ricoh . - Canon announced it has sold an imagePRESS C 7000VP production color system to The Processors, a printshop in Irwindale, CA. - Kodak announced it has sold a NexPress S2500 production color system to Evergreen Printing of New Jersey. - More details on Memjet Technology, the company that promised to...
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This Week in the Copier Industry 15 Years Ago, The Second Week in January 2004
Fifteen years ago I was not blogging about our industry. Most of what you'll see below is threads from P4P'ers asking and answering questions. The Print4Pay Hotel forums offers our members the opportunity to post questions, answers, news or maybe you want to blow off some steam. If you do here's a link to our forums. Enjoy the threads from 15 years ago this week! Ricoh Demonstrates Its Dedication 1/9/049:25 AM manufacturing, distribution, use and the recycling of its products. Sustainable...
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The 411 on DocuWare Kinetic Solutions: Sell Preconfigured AP and HR Office Solutions with Ease
In June 2018, DocuWare launched its new cloud-based preconfigured workflow solutions called DocuWare Kinetic Solutions. I had the opportunity to chat with Jo Ann Kreidel, Solution Manager for DocuWare Kinetic Solutions at DocuWare to get a deeper understanding of what the solutions are, why they were developed, and how you can position yourself as AP and HR solution experts to sell these solutions to your current customer base. Learn how to become an Authorized DocuWare Partner to generate...
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This Week in the Copier Industry 15 Years Ago, The Last Week in September 2003
Last week was a killer! Not that I sold anything, but I had a golf outing on Monday (did secure a meeting out of that), two full days of training in PA on Wednesday and Thursday. Friday AM I left for the Jersey office and what should have been about 2.5 hours turned into almost 5 hours because one of the major highways was closed in both directions. I had to bird dog my way home on the back roads of eastern PA. Enjoy these threads from 15 years ago this week! New Ricoh Type-H Staple...
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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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Sales Professionals: Develop The Courage To Ask YOUR Clients For Feedback!
The consummate sales professional, runs their own business. They do their best to appease their clients, satisfy their needs and keep them loyal to their brand. How can you be sure your efforts bring about the desired results? If you fail to continually find out what your clients actually think about you and your service, you'll never be able to give them the best customer experience they deserve. It's their opinions about the experience they have with you that is helpful information to use...
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A Selling From The Heart Professional Is Not A Sales Settler!
I applaud DirecTV with their bold and 'direct' ads on TV. They continue to make an impact within the cable TV wars; but they've also made a substantial impact within the sales world (more in a bit). In a sales campaign from a few years ago, they play on one single phrase which showcased a frontier-era family in a suburban neighborhood stuck in antiquated ways such as a horse-and-buggy and, by the way, cable. “We’re settler's son, we settle for things,” explained the father in “Neighbors”...
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A Selling From The Heart Professional Engages With Their Network!
Highly successful sales professionals have highly valuable networks. They've developed them, nurtured them and cultivated them over many years. They invest considerable time in maintaining them. Engaging with your community of connections will help build upon your personal brand on social sites such as LinkedIn. If you build a large and smart network and never engage with conversation, it is the equivalent of compiling a massive rolodex and never reaching out to anyone. REQUIRES PEOPLE...
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This Week in the Copier Industry 15 Years Ago, The First Week in October 2003
Not a lot here this week, but some interesting items that included Canon Business Solutions and a duplicator that was introduced with a paper tray. Oh yes, and the question of the week was who was going buy Imagistics. Can anyone answer that? Enjoy the threads from 15 years ago this week: Off & Running! 10/1/034:02 PM Solutions U .S.A., Inc. As one company, Konica Minolta Business Solutions has: · · A projected revenue of over $1.5 billion · · Over 6,000 employees supporting more than...
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The 3 P's A Sales Professional Takes To Heart To Help Them Crush Sales!
As humans we're wired to seek out meaning and purpose in our lives. Nowhere is this ever so important than in sales, as this is where we spend much of our waking hours. I'm a firm believer that having a purpose matters more now than ever before. A sales professional thrives on being a part of a purpose. They live for becoming part of something that really matters, something that really makes a difference to the lives of their clients and prospects. In chapter 6 of my new book, Selling from...
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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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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 10 Years Ago, The 1st Week in November 2008
If last week was an indication of how sales will be for the end of the ear, then it's going to be a end of the year. But, resting on your laurels or pipeline is not a good idea, deals can drop off for a number of reasons. Before you know it, you have no pipeline for the end of the year Always keep prospecting! #alwaysbeprospecting Enjoy the threads from ten years ago this week! Weekend Copier Notes from 11/02/08 Neal · 11/4/086:52 AM 4260, running at 55ppm, but is A4. Canon announced it will...
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This Week in the Copier Industry 15 Years Ago, The First Week in November 2003
Do you count how many selling days there are in every month? Do you minus those days for the corporate meetings, or hour the hours that you may leave early or get in late? They all add up, now with the Holiday Season upon us, November and December will offer the least few selling days of the year. Are you ready? Enjoy these awesome threads from 15 years ago this week! Xerox claims chip innovation Boston Mike · 11/3/038:38 AM , even on flexible surfaces. Xerox researchers in California then...
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Consistency... It's At The Core Of Every Sales Professional
When it comes to sales performance, consistency separates the good from the great. How often have you observed a sales rep having a series of record quarters or a banner year, only to follow it up with spats of mediocrity and below average performance? Consistency, especially in the sales world is an enormous word. This differentiates the successful from the unsuccessful and the professionals from the reps. Consistency will change the course of your sales life! Consistency allows you to...
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This Week in the Copier Industry 10 Years Ago, The Last Week in October 2008
We're in to the last 8 weeks of the year. Prospecting that was done in July & August will now start to pay dividends and carry you through the end of the year. If you're just prospecting now for November and December then you're toast! Enjoy the threads from ten years ago this week! Weekend Copier Notes from 10/26/08 Neal · 10/27/087:45 AM WEEKEND MFP INDUSTRY NOTES 10-26-08 The following is a quick review of copier/MFP industry news from industry publications. Kodak ’s print controller...
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Attention Sales Leaders... These 3 Blind Spots Could Be Holding Back Your Sales Team!
Blind spots, we all have them and they have the potential to be damaging. Unfortunately, everyone but ourselves can see these as clear as day. For sales leaders, these blind spots create unwelcome consequences. They interfere with decision-making, reduce our scope of awareness, and sabotage sales results. A blind spot could be an unrecognized weakness. Within this context, it has the potential to undermine sales growth. The most dangerous blind spots affect those sales leaders who are...
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Wide Format Technology Update- The Canon TX Series printers and MFP Systems
Just about a year ago, Canon USA released their new TX Series of Wide Format inkjet printers and MFP Systems. Canon has positioned the TX Series as a higher volume solution to capture opportunities on the production side of the aqueous inkjet technical documents market. There are two basic TX Series models available, the TX 3000 and TX 4000. The difference in these models is their supported print width, the 3000 being a 36” printer and the 4000 is a 44” printer. Both TX printers are single...
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This Week in the Copier Industry 15 Years Ago, The Second Week in July 2003
It's Sunday night, I start vaca on Wednsday of this week. Not a lot of stuff from last week, except for the additional tariffs that will go into effect the first week of August. We're not sure if copiers are included this go around. Enjoy the threads from 156 years ago this week! Sales Training Help 7/15/034:56 PM December 31, 2011 - Sales Training Help - Click Here Industry Analysts, Inc. has been developing customized industry training programs and materials for over 30 years. Major...
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This Week in the Copier Industry 10 Years Ago, The Second Week in July 2008
Ten years ago, it still seems like yesterday. Color MFP's were all the rage and third party solutions started to take center stage. Enjoy the threads from ten years ago this week! RICOH ANNOUNCES NEW EFI COLOR PRINT CONTROLLER TO MAXIMIZE WORKFLOW AND PRODUCTIVITY 7/9/088:23 PM savings and productivity. The company's robust product portfolio includes Fiery( R ) digital color print servers; VUTEk( R ) superwide digital inkjet printers , UV and solvent inks; Jetrion( R ) industrial inkjet...
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The Flat Rate Program "The Good, the Bad & the Ugly"
If you've been around as long as I have, then you're old! No, really it's that you've seen or heard about some of the coolest marketing programs from our beloved copier manufacturers. One program has recently has a ton of chatter on the Print4Pay forums lately. That's the KonicaMinolta All inclusive unlimited click program. I first heard of the program through one of my Linkedin connections and he was touting how awesome the program is for clients. In fact he's authored his success on the...
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3 Strategies Sales Professionals Use To Decline Being Invited To The Pity Party Of Discouragement
Sales professionals constantly face the temptation to give into discouragement. Bad news and rejection are inevitable in sales. What's important is how you handle it. Let's be honest, we all get discouraged. It’s just one of those potholes we face as we navigate down the road called sales. When we get discouraged our attitude, belief and emotions turn negative. When this happens our productivity plummets, we tend to retreat, withdraw and bitch about everything. The risk of giving up on...
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This Week in the Copier Industry 10 Years Ago, The First Week in August 2008
A little of news this week is that the US Dollar is growing stronger vs the Japanese Yen. When this has happened in the past Japanese copier manufacturers have decreased pricing here in the States. When you couple this with the Chinese tariffs that may go into effect this week, it could mean that our industry may not see price increases. Japanese manufacturers might just bite the bullet on the increases in order to keep boxes moving out of the plants. BTW, the dude in the picture, had just a...
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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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Attention Sales Leaders... Your Sales Reps Must Get Valuable Before They Get Visible!
In my previous blog, "Attention Sales Leaders... How Well Are Your Sales Reps Opening New Conversations?" I shared, the way sales reps open up new conversations has a direct bearing on the close. The way sales reps open up conversations, the direction they take those conversations along with the strategy behind those conversations; all will have a direct bearing on the close of the sale. Let's dive into this a bit deeper as we uncover the next layer in effectively opening up new...
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This Week in the Copier Industry 15 Years Ago, The Fourth Week in July 2003
It's hard top believe that Global has been around for more than 15 years now. There's a thread below about them making their 60th acquisition. My how time flies. UPDATE 3-Xerox profit slips 7/29/038:06 AM 10 percent of revenues, was down 11 percent. Xerox said revenue declines in developing markets are moderating, and it expects "continued improvement" in the second half of the year. Xerox said gross margin slipped to 42.4 percent from 42.5 percent amid plans to sell low- to mid-level...
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This Week in the Copier Industry 15 Years Ago, The First Week in August 2003
Where on the web can you take a walk back down Memory Lane for the Copier Industry? We're proud that we have data going back 15 years for press releases, documents, pricing, leads, and our most valued data is the threads from our members over the years. It's those conversations about pricing, solutions, issues or just needed some help to close a deal that makes the Print4Pay a special place for our members! Enjoy these threads from 15 years ago this week! Buyers Laboratory Presents Ricoh...
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This Week in the Copier Industry 15 Years Ago, The Third Week in August 2003
Seems like I may have misplaced a week. Last weeks thread was the first week of August, however I had notes in from the second week. Well, it's time for the third week in August notes from 15 years ago. Check out the awesome story from Old Glory below or click here Remember the 1035 Scanner/copier story? High-Speed Copiers: 8/19/037:29 PM begin? Does it require a dedicated salesperson ? Who are the best prospects? What are the best selling strategies? Perhaps any discussion of the topic...
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This Week in the Copier Industry 10 Years Ago, The Second Week in August 2008
One of the last threads in this blog is Sales Tips , that was an ongoing thread ten years ago, I just read a lot of those threads and it's worth the time to pat those threads a visit. Enjoy the threads from ten years ago this week! Weekend Copier Notes from 08/17/08 Neal · 8/21/086:53 AM attributed to an un-named IKON sales rep; “At the beginning of the month, we sell solutions (Documentum, Captaris RightFax, Objectif Lune, etc.), but by the end of the month we just sell copiers ( Canon...
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Why Product Knowledge Can Vault You to Success
Would you agree or disagree with this statement? "You can have the best sales skills in the world, however, if you don't know your product you won't sell a damn thing". I'm a firm believer in the above, excellent product knowledge has allowed me to be extremely successful selling print devices. I feel bad for those sales peeps have the cheapest or lowest price along with zero product knowledge. The end result is guy and gals like me will eat them for lunch. LinkedIn is full of sales guru's...
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This Week in the Copier Industry 15 Years Ago, The Last Week in August 2003
Below is probably one of the most mis-understood printers (well not actually a printer) of our time. The Seri Print 25 was a really cool in-line attachment to the Ricoh duplicators. You would replace the Ricoh ink with Seri Ink, and then you'd be able to print on any gloss coatings. The Seri printer used a UV light to cure the ink on the gloss coat. Alas the Seri is no more and Ricoh is just about out of the duplicator industry now. Enjoy the threads from ten years ago this week! Konica...
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This Week in the Copier Industry 10 Years Ago, The First Week in September 2008
Labor Day weekend is just about over. The end of the fiscal year 2018 is only 120 some days from gasping it's last breath. I'm looking forward to the these last four months of the year because yet again I still have that desire for success. Time to crack the whip one more time! Enjoy the threads from ten years ago this week! Weekend Copier Notes from 08/31/08 Neal · 9/3/088:27 AM $588 million o 10/98, Dan Doyle resigns as CEO o 2004, DANKA sells its Canadian subsidiary to Pitney Bowes o...
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Behind Every Great Sales Professional You'll Find A Coach... Who's Your Coach?
Kobe Bryant and Michael Jordan had Phil Jackson. Tom Brady has Bill Belichick. What's the common denominator? Coaching benefits professional athletes, so why don't more in sales leadership, sales management and in sales have coaches? Tom Brady, the New England Patriots quarterback credits much of his passing success to Tom Martinez his former quarterback coach. He worked with Brady to refine his release and improve his throwing technique. Atul Gawande a surgeon and writer for the New Yorker...