Tagged With "Closing Skills"
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Re: Post-Virus We Must Defeat The Zombie Companies!
We generally do not build in prepaid copy/ print blocks into our leases. We do give away free copy prints up front but only intended as a short term bonus. We do normally charge a $25.00 minimum monthly maintenance fee but have waived that until the economy rebuilds momentum. I am in Canada, lease vendors are currently offering 90 day payment deferrals added back on at the end of term for those customers who request them. Leases expire every month and customers are happy with the equipment...
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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: Is selling at cost the future for print hardware?
Without a value statement that goes beyond copiers and even mps at this point --- people will be selling at cost, because they are transient, non-professional, and either don't have or have confidence in their skill set. The Trick is to work with companies that aren't in the market to buy copiers---I guarantee that their are other challenges that they are facing and trying to overcome...When you do this you can sell at retail, because there is no competition and you earned that commission.
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Re: Ricoh Loses another Top Exec
Today we are announcing a change in our direct field sales leadership as Mark Bottini has decided to resign his position as Vice President of Direct Sales for Ricoh U.S. to accept a senior leadership position at an outside company. I want to thank Mark for his many contributions to Ricoh and IKON. He started his career in sales with IKON over 20 years ago and has held many leadership positions at the Area, Region and national level. His leadership, commitment and enthusiasm have been...
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Re: Managed Network Services discussion
Art, We looked at All Care through Konica Minolta but the contract T's & C's were so one sided we thought it was written by the Mafia. The bottom line was they got paid (by the Dealership) whether or not the customer paid you or not. I was speaking to a VP of a large independent dealer on the east coast who had a discussion with the principal of his company. What it would take for his company to do Managed Network Service. His answer was we can: 1) Hire people 2) Partner with a company...
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Re: CompTIA CDIA+(Certified Document Imaging Architech)
Here are the certification objectives taken off the Comptia website
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Re: So Many Choices
Scott: I see it as a positive. The fact of the matter is, "it is what it is" and it's not going away. You must be a professional in the business today. This means you must continuously learn about the technology that you build solutions around. And that technology changes at least a little with each new product that is released into the field. Then you must know the pros and cons of your product as it relates to your competition. Then you must take that knowledge and learn the skill to...
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Re: Telephone Systems
I used to sell Toshiba telephone systems. Depending on how unfriendly or unhelpful the telecos are in your area, get use to much longer sales cycles. Telecom products have much longer life cycles than copiers do so do not expect to be replacing systems every 60 months. The technology, terminology and product skill set is much different than copiers. To get into the telecom business you need to hire people from the industry for sales and support. Not many copier techs can get their head...
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Re: The Quest for $200K "Another Day Another Dollar"
Great to read your 'end-of-the-year-stories' again every morning Art!
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Re: The Quest for $200K "Another Day Another Dollar"
Ty Martin! Hope things are well with you and family!
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Re: 10 Ways to Close Net New Business
Looking forward to the new series Art. Your efforts are appreciated and rewarding.
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Re: 10 Ways to Close Net New Business
I am looking forward to it too. Interested in the strategy of getting to the point where the prospect is ready to decide outside of their current vendor.
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Re: COVID19 "Remote Working" Day Two of Sales
I was in a food broker warehouse and a sleep apnea clinic today installing new copiers. You can video conference all you want but some industries that require the manufacturer or trade of physical goods do not lend themselves to the digital life. Nevertheless, I feel that video conferencing is a vital new skill to learn as long as the Corona Virus pandemic exits. We can talk to customers on the phone, we can email them but often now we cannot meet them in person. Of course, you cannot turn a...
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Re: 3 Sales Stages Copier Reps Can Use Content To Close Net New Business
Thank you Art. Glad you enjoyed.
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Re: Why I'm So Past Reading Sales Blogs on Linkedin
While that blog has some valid points, much like Art, I'm more inclined to think "when's the last time that writer took off their headset and actually pushed some pavement or had a face to face meeting?". While there is something to be said about not hard closing all the time, it's got to be done but with some skill. In my nine years doing this, each sale is different in that there are some customer that want to be hard closed and others that have their own way of making a decision. One...
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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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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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What Does It Mean To Sell From The Heart?
Selling From the Heart goes against everything that standard sales training teaches you. The world has changed and yet, how we sell seems to be stuck in past decades. No longer are the old-school or hard-nosed tactics working, it’s time for a change. So how do you sell in this current environment? From the heart!!! You put the needs of your clients first. You place them up on a silver business platter. You intently listen to their every word, what they need and how you can best fill it. You...
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EFI Optitex Empowers Canada’s Next Generation of Professionals with Software Donation to Wilson School of Design
FREMONT, California -- February 4, 2019 – Electronics For Imaging, Inc. (Nasdaq:EFII) has donated a number of Optitex ® 2D/3D design software licenses for students and faculty members at the Kwantlen Polytechnic Institute’s Wilson School of Design in Richmond, British Columbia, as part of the company’s ongoing commitment to empower knowledge and help provide critical skills for the next generation workforce in the fashion and apparel industry. EFI Optitex is one of the world’s leading...
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Acquisition for Konica Minolta France
EOS vendor Konica Minolta Business Solutions France has purchased seven Sequoïa Group subsidiaries in the Grand-Est and Reunion Island regions. Based in Metz, France, the Sequoïa Group is one of the leading dealers in the Konica Minolta network. Founded in 2006, the company employs 179 staff and reported sales of €36.5 million ($41.6 million) in fiscal 2017/18. The purchase is part of Konica Minolta’s medium-term development plan aimed at consolidating its presence in strategic regions, such...
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Expedient to Offer Managed Services on VMware Cloud on AWS
PITTSBURGH, Aug. 27, 2018 PITTSBURGH , Aug. 27, 2018 /PRNewswire/ -- Expedient, an infrastructure as a service and cloud services provider, today announced it will provide customers a managed services offering for VMware Cloud on AWS and has contracted as a VMware Cloud Provider Program MSP partner for this offering. VMware Cloud on AWS delivers VMware's software-defined data center (SDDC) via the AWS Cloud, allowing customers to run applications across operationally consistent VMware...
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Canon U.S.A. Aims to Help Automate the Future of Work at BoxWorks 2018
MELVILLE, N.Y. , Aug. 29, 2018 /PRNewswire/ -- With world-recognized technologies in capture and output, Canon U.S.A. , Inc., a leader in digital imaging solutions, in combination with Box and mxHero, brings new levels of automation and management to today's workflow challenges. With capabilities including the intelligent capture, transmission, security, collaboration, and output of critical business information, Canon, through its alliances with Box and mxHero, is poised to assist customers...
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Future P4P Hotel Webinars Survey
I heard from a number of members after today's KM One Rate Webinar. Everyone was very positive over the content of the material we provided. I'm now thinking of providing one webinar a month on a topic that our members would like. I've put a few suggestions below that you can vote on and feel free add in since we've turned on "Allow Write-In Responses". In addition you can select more than one answer. Special thanx to Monte for this idea.
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In Partnership With ARKEOS Group, Canon, Debuts the All New Océ Colorado 1640 Printer at Its Casablanca Showroom On Thursday, July 19, 2018
CASABLANCA, Morocco--(BUSINESS WIRE)--Aug 27, 2018--The Océ Colorado 1640 – Canon’s heralded and first 64-inch durable wide format graphic arts roll-to-roll printer, built on the revolutionary new Canon UVgel technology - is now available on the Moroccan market. This press release features multimedia. View the full release here: https://www.businesswire.com/news/home/20180827005155/en/ The ARKEOS Group Showroom, located at 26 rue de Lille, Casablanca, has been completely refurbished to...
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EFI Establishes Guy Gecht Scholarship with PGSF
NEWS -- FOR IMMEDIATE RELEASE EFI Establishes Guy Gecht Scholarship with PGSF New annual award for graphics communications students created in honor of Electronics For Imaging’s outgoing CEO FREMONT, California -- October 15, 2018 -- Print’s next generation of talent will have added support in reaching their goals, thanks to a new Print and Graphics Scholarship Foundation (PGSF) award created in honor of visionary print technology executive and industry leader Guy Gecht. The Electronics For...
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Voice-Activated Printing with Amazon Alexa Available on Epson Consumer Printers
LONG BEACH, Calif., Nov. 1, 2018 LONG BEACH, Calif. , Nov. 1, 2018 /PRNewswire/ -- Epson America, Inc., a leading provider of printing solutions, today announced that Epson EcoTank ®, WorkForce ® and Expression ® printers* enabled with Epson Connect ™ are now compatible with Amazon Alexa for voice-activated printing. Built on its existing Epson Connect service, the Epson printer skill allows Amazon account holders to conveniently deliver voice commands, such as "Alexa, ask Epson printer to...
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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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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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Attention Sales Leaders... Are Your Sales Reps Invested?
The single biggest piece of investment advice: Invest in Yourself! Let's face it, it’s almost impossible to increase your income without first becoming a better sales professional. In order to obtain better investment results, one must first become a better investor. This means some of your investment must be diversified. How many on your sales team invest in themselves? YOUR sales team is the most important thing you can place your time and money on. Are you teaching them to invest? THEIR...
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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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Rising Star at KYOCERA Document Solutions Tapped as New President & CEO of the Americas
KYOCERA Document Solutions America, Inc., one of the world’s leading document solutions companies, today announced that effective September 1, 2018, Oscar Sanchez will become its President & Chief Executive Officer. Mr. Sanchez will be transitioning from his current position as Executive Vice President of KYOCERA Document Solutions Europe. Current KYOCERA Document Solutions America President Yukio Ikeda will remain in the U.S., continuing in an executive role. “Under Mr. Ikeda’s...
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MSP Guide To Vertical Market Success: Specializing In Vertical Markets
Source: Avast Business For managed service providers (MSPs), it’s more difficult than ever to differentiate services and build a viable business. Declining prices, increasing commoditization, and intensifying competition are all contributing to this new reality. For some MSPs, building a sustainable business in the face of these trends means taking on any new client whether or not they understand their business or have the skill set to deliver the services they need. This horizontal approach...
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Attention Sales Leaders: What Could Your Team Do With $7.2 Million Of Sales Opportunties?
Observe those successful in sales, and you'll soon notice they're good at the art of conversation. If you think this sounds easy, think twice. Having engaging sales conversations takes a tremendous amount of skill, practice and patience. With so many leaning heavily on social media for their interactions, the less face to face communication is practiced, the less skilled your team becomes in having business conversations. If your business relies on your sales team to win clients, the better...
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Banc Intranets Enhances its BancWorks® EmployeeIntranet with State-of-the-Art Document Management Engine; Improves HowFinancial Institutions Manage Access and Delivery of Information
JOHNSON CITY, Tenn.--( BUSINESS WIRE )-- Banc Intranets , a provider of secure, web-based enterprise content management solutions for financial institutions, announced it has enhanced its BancWorks ® employee intranet with an updated document management module designed to help financial institutions better govern employee access to documents, forms, policies and procedures. Financial institutions are under tremendous pressure to ensure the integrity of their internal networks and control the...
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3 Things Sales Reps Need To Ditch To Smash Their Sales In 2019
New Year... New exercise plan, new diet, and new sales plans. The New Year is also a time to break bad habits. Habits, they're behaviors that impact the decisions we make about how to spend our time, our sales activities and resources. Think of sales habits in the same way. You accumulate experiences and knowledge over time which influences your outlook as well as your ability to effectively manage what you do on a daily basis. From the most tenured sales reps to the sales newbies,...
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3 Keys To Help Sales Professionals Unlock The Digital Business Door
Technology and sales enablement tools are not only helping sales professional's gain momentum in their marketplace, they're also changing the way they sell their services. Selling successfully in a digitally driven, highly networked and socially empowered business world takes a new mindset and skill set. Inside many sales departments there's a tug-of-war happening, a generational change and shift in sales thinking. Tenured, well-seasoned sales reps are watching tech savvy young professionals...
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Online Tech Named One of 2019 Tech Elite Solution Providers by CRN®
ANN ARBOR, Mich.--(BUSINESS WIRE)--Apr 11, 2019-- CRN ®, a brand of The Channel Company , has named Online Tech to its 2019 Tech Elite 250 list. This annual list honors a select group of North American IT solution providers that have earned the highest number of advanced technical certifications from leading technology suppliers, scaled to their company size. These companies have distinguished themselves with multiple, top-level IT certifications, specializations, and partner program...
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Canon Issues Whitepaper on "Adapting to the Changing Workplace"
NEW YORK , Feb. 22, 2019 /PRNewswire/ -- Canon Business Process Services (Canon) has published a new whitepaper in its Future-Ready Leadership Series. The whitepaper examines one of the biggest challenges business leaders face today: restructuring their workplace to attract and keep the right talent. Meeting this challenge often means rethinking the way business gets done in order to improve operational efficiency and customer service. With this in mind, Canon's whitepaper, " Adapting to the...
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Apps Associates to Offer Managed Services on VMware Cloud on AWS
LAS VEGAS--( BUSINESS WIRE )--Apps Associates LLC, an AWS Premier Consulting Partner specialized in Oracle on AWS workloads today announced it will provide customers a managed services offering for VMware Cloud on AWS and has achieved the VMware Cloud on AWS Solution Competency. VMware Cloud on AWS delivers VMware’s software-defined data center (SDDC) via the AWS Cloud, allowing customers to run applications across operationally consistent VMware vSphere-based private, public, and hybrid...
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RICOH Tours Now Supports Floor Plans and Tour Path Navigation for Your 360° Virtual Tours
CUPERTINO, Calif., Dec. 18, 2018 (GLOBE NEWSWIRE) -- RICOH Tours, a service of Ricoh Innovations Corporation, the only truly complete and affordable 360° virtual tour solution under one global brand, today announced two new features - the ability to integrate floor plans and quickly add tour paths allowing an easy walkthrough of 360° virtual tours. Unlike conventional ‘video game’ like virtual tour experiences, which often come with a hefty price tag, require professional photographers and...
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Computer Design & Integration LLC (CDI LLC) Named to the 2020 Tech Elite 250 by CRN®
NEW YORK--(BUSINESS WIRE)--Apr 7, 2020-- Computer Design & Integration LLC (CDI LLC) announced today that CRN ®, a brand of The Channel Company , has named CDI to its 2020 Tech Elite 250 list. This annual list acknowledges the top tier of North American IT solution providers that have earned the highest number of advanced technical certifications from leading technology suppliers, scaled to their company size. These organizations have differentiated themselves as premier solution...
Blog Post
Attention Sales World... What Would Happen If You Saw Your Significant Other Every 90 Days?
If you want a relationship, crave a relationship and it means something to you then you must be direct and intentional about it. If it looks like a relationship, acts like a relationship, smells like a relationship… it isn’t always a relationship. For all those in sales, management and leadership roles, think about what I just said. A healthy relationship is when two people develop a connection based on: Mutual respect Trust Honesty Support Fairness Love Good communication Relationships are...
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Zones Named to the 2020 Tech Elite 250 by CRN®
Zones, LLC, announced today that CRN ®, a brand of The Channel Company , has named Zones to its 2020 Tech Elite 250 list. This annual list acknowledges the top tier of North American IT solution providers that have earned the highest number of advanced technical certifications from leading technology suppliers, scaled to their company size. These organizations have differentiated themselves as premier solution providers, earning multiple, top-level IT certifications, specializations, and...
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Relationships Do Matter! Don't Become Relationally Vulnerable With Your Clients.
I'd like for you to grab a sheet of paper and pen. Write down your top 5 clients. Now, I'd like for you to think about them for a moment... On a scale of 1-10, how would you rate your client knowledge? Go ahead and put a number score next to each one of them. If you agree your clients mean the world to you then how well do you know them and how well do they know you? I say this because deep meaningful relationships are necessary in this post trust sales world. Here's the deal... I'm keeping...
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Lightstream Launches Cloud Managed Services with Strategic Cloud Management Platform Partner CloudCheckr
SALT LAKE CITY , March 11, 2020 /PRNewswire/ -- Lightstream, a leader in cloud security, network transformation and managed services, today announced the launch of Lightstream Cloud Managed Services with strategic partner CloudCheckr, the total visibility platform that makes managing public cloud infrastructure easy. The innovative solution provides a comprehensive suite of security, technical, financial and operational management services that help customers build, manage and secure their...
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Workforce Logiq Named “Best-in-Class” by Ardent Partners in 2020 MSP Solution Advisor Rankings
Monday, March 16, 2020 Global workforce management and intelligence provider recognized as one of the industry’s most forward-looking managed service providers (MSP) ORLANDO, Fla. – March 17, 2020 – Workforce Logiq , a global provider of AI-powered workforce intelligence, technology, and services to large corporations, announced today its ranking as “Best-in-Class” in Ardent Partners’ 2020 MSP Solution Advisor . Workforce Logiq has been evaluated against 14 MSPs and recognized for the...