Tagged With "Phone Number"
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Re: 57 Days of Selling "Day 16"
My quota is 720K for the year. Thus, I need three times that in my annual pipeline. On any given month, I need to have 180K in my pipeline. Pipelines are a moving number, you add some, you take away some. Hope this helps
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
Part Two: Leasing News Exclusive: The Opposition and How Senator Steven Glazer Got SB 1235 Passed (Part 2 of 3) By Tom McCurnin Leasing News Legal Editor The bill was "Engrossed and Enrolled" and presented to the Governor at 5 p.m., September 12th, awaiting his decision to sign or veto. How He Pushed It Through the Legislature What are the takeaways from this interview and SB 1235? ▪ First , I Was Surprised at the Overwhelming Support of Trade Groups for the Bill. When he rattled off the...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
Part Three Leasing News Exclusive: Is the Disclosure Too Complicated? State Senator Steven Glazer Position on CA SB 1235 (Part 3 of 3) By Tom McCurnin Leasing News Legal Editor The bill to require full disclosure of interest rates is awaiting Governor Jerry Brown's signature. It was reviewed to be recorded and sent to his office late last week. It seems unlikely he will not sign it as it passed the State Assembly 72-3 and in the Senate 28-6 .It then will be up to the California Department of...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
from today's Leasing News. Ralph Petta Reaction to Tom McCurnin's "Is the Disclosure Too Complicated? of SB 1235" [ http://leasingnews.org/hires/petta_ralph2018.jpg ] From: Ralph Petta President and CEO Equipment Leasing and Finance Association 1625 Eye Street, NW * Suite 850 Washington, DC 20006 "Allow me to take exception and set the record straight with respect to Mr. McCurnin's statement in his September 21 article(1) about passage of disclosure legislation in California, SB 1235 that...
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Re: Copier Scams Part Deux "Dude Where's my Copier"?
I'm not sure if that has an equivalent in the UK. here we have the Consumer Credit Act. However, it only applies to consumers. Business to business isn't covered (except in a small number of cases). "I've almost never seen a disputed copier lease where the lessee wins. I'll admit I'm no expert in leasing however most of these agreements are rock solid." In my experience the reason why they're perceived as rock solid is because they are rarely challenged. If they're not challenged they'll...
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Re: Can a Digital Copier Scan to Dropbox?
Great Post Art. Xerox have a DropBox app available for their new ConnectKey devices but the user has to buy a scanpack which cover X number of scans and has a 12 month shelf-life. The advantages of having it on the MFD as an App is that any user (e.g. at a college) can log in to their DropBox account and print or scan to / from their own account securely. We've been doing the same as you and circumventing the charge or need for an app by pointing the scan to a DropBox folder on a desktop.
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Re: This Week in the Copier/Office Equipment Industry 10 Years Ago Last Week of February 2004)
I am out of the office until 03/03/2014. I will be out of the office from 21st of February until the 3rd of March with limited ability to check my e-mails. For immediate assistance, please contact Jason Trinder at jason.trinder@ricoh.co.uk or 02920 642590. Regards, Lloyd Davies Note: This is an automated response to your message "Post By Art Post: This Week in the Copier/Office Equipment Industry ..." sent on 23/02/2014 21:49:08. This is the only notification you will receive while this...
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
I received the below message via email yesterday. It's from Kevin Clune (President of Clune & Company LLC). I've known Kevin for years and appreciate his insight with leasing. Art, we haven’t talked in years but I still follow p4p. I liked your article about copier leasing but I thought I’d show you the attached marketing piece which shines a spotlight on some of the leasing industry’s most effective/injurious revenue enhancers. It’s a constantly evolving landscape as our industry is...
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Re: Memoirs of a Copier Sales Person "Why We Still Knock on Doors"
Nice work. Hope it generates a number of placements. Have a great day.
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Re: Top Ten MFP Copier Industry Predictions for 2015
I really like number 4, and I believe #7 is going to happen sooner than we expected. I hold out hope as well.
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Re: Canon Business Systems Pulling a Ricoh
Originally Posted by Art Post: Whoa there Art.... I've been with Canon (CSA) for 20 years. We have thousands of well satisfied customers. Not everyone everywhere is going to be happy but, to the chagrin of our competitors, most are. If they aren't, they will leave. You know it and I know it. We have ROE's that are rigidly enforced where I do business, we are not out to buy the business and the competition from Canon's own dealers often force prices to rock bottom margins. You've been at this...
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Re: Canon Business Systems Pulling a Ricoh
CSA operates under a lawless abandon. Their number one goal is to move boxes even at a loss. While they didn't lose as much this past year, they still didn't turn a profit for CUSA (canon USA) and no one at the top seemed to care. Having met some of the top tier dealers in the northeast, the sore in every single independent dealers side is canon solutions america / canon business solutions. We all know competition is out there, but to have to explain why us as a canon independent dealer is a...
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Re: Canon Business Systems Pulling a Ricoh
Originally Posted by TML: CSA operates under a lawless abandon. Their number one goal is to move boxes even at a loss. While they didn't lose as much this past year, they still didn't turn a profit for CUSA (canon USA) and no one at the top seemed to care. Having met some of the top tier dealers in the northeast, the sore in every single independent dealers side is canon solutions america / canon business solutions. We all know competition is out there, but to have to explain why us as a...
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Re: Canon Business Systems Pulling a Ricoh
I was employeed by CBS (now CSA). I moved my family back to the east coast after working for 6 years in the Portland OR area for CBS as a production print specialist. Perhaps things have changed since I left CBS 2 years ago to come back to a Canon dealer... I was beaten and battered (related to my cost) when I was at CBS by all 5 local dealers. I now manage a sales team for a Canon dealer. We have never lost to CSA in the 3 years that I've in this position. In fact, I had a promo running for...
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Re: State of the "Art" Sales Technology
Hey Jeff, Art's Box Approach (I believe) is using 4 different methods of communication: Phone Call LinkedIn Email In-Person Cold Call You "box" the prospect in until they finally give you the time of day. Using all 4 methods of communication ensures that you are optimizing your ability to reach the DM via his preferred method.
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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: Telemarketing & The Person with the BAD Attitude!
I agree to a certain extent, Art, but at the same time, our industry has a deservedly bad reputation for being overly-persistent in efforts to reach prospects. The way in which people evaluate products, services, vendors, etc. has completely changed due to the wealth of information that is available online. Many buyers now want to know what they want (especially in up & down the street accounts) before they ever agree to talk to a salesperson. There are only so many hours in a day, &...
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Re: Four Bad Leasing Clauses I Ran Across This Week
2 things regarding the evergreen clause: - If there is no evergreen clause, you would not get close to the residual you do get with it in the T's & C's. All of the residual is behavorial (evergreen) based....there's no actual equipment value in the residual.... I would explain to the lessee that their payment would've been much higher without the clause and that all in 60 month payments (without the clause) would be ~= to 66 months with a better residual (with the clause). - Do you not...
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Re: A Funny Thing Happened while Phone Cold Calling Today
Have not sold I years but IT guys like glory. Use the Realestate companies name and linkedin that and look for the person that claims to be IT.
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Re: A Funny Thing Happened while Phone Cold Calling Today
I love it when people say that. I have pointed it out to people and actually sold them a system after they realized how stupid they sounded saying they didn't accept calls/drop in's from Sales People. I have politely told business owners down to receptionists that I hope their sales reps are not treated the way I was when I walked into their office when they are in the field trying to earn a potential clients business.
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Re: A Funny Thing Happened while Phone Cold Calling Today
If I could make sixty calls in one day I would feel like Superman. What's your secret? My current process is: a) Research the prospect and company b) Write out a potential value proposition c) Contact the customer to schedule an appointment d) Depending on the outcome, follow up with an email or LinkedIn message 4 calls per hour * 6 hours = ~ 24 calls / day
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Re: A Funny Thing Happened while Phone Cold Calling Today
Art, When I have run into this, I call the sales people. They know how hard it is to find out information and get connected to the right people. They are usually sympathetic and helpful! Haven’t found one yet not to be! JeffR
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Re: How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!
sounds like a great tool in the right hands. Thanks looking forward to the meeting,,,
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Re: How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!
Art, once the app is downloaded, how do you get login information. Is this a software as a service? Is there a monthly fee? Thanks!
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Re: How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!
There is a monthly fee, sign up for the webinar for the 9th or the 15th of February please, here is the link https://www.p4photel.com/calendar
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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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Re: Letter to Mr. Jones about Sales Reps
I don't know Art, makes you come across as a bit of a d**k, if you ask me. EVERYONE and their dog says they can do this or that and promises the moon...they have been told to refine their value message and lead with that. Sounds too gimmicky and practiced. I think the best approach is to be real and authentic and lead with confidence and authority. You will never sell everybody, but those who ARE ready to purchase your widget will remember you. IMHO.
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Re: Letter to Mr. Jones about Sales Reps
It's a little aggressive, but shouldn't you be if you're in outside sales. If you've got no way of accessing a DM, in particular through a phone call, what options do you have? This person should understand your tenacity, I would hope, because his livelihood is based off of others selling. Good luck!
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Re: Letter to Mr. Jones about Sales Reps
I’ve run into this a few times. I figure they’ve found their vendor for whatever service and are “happy” with them. Whether it’s a business friend, friend of the family, or relative. What they don’t know is—how good of a deal are they getting?—or are they getting hosed and don’t know it. I hear this a lot—“They gave me a deal I couldn’t refuse.” This tells me the customer just doesn’t know this market—many of us could have supplied the same deal—and we would have shown you why it wasn’t a...
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Re: Letter to Mr. Jones about Sales Reps
I love it. I've used something like that several times and some times when they realize they wouldn't want their sales people treated like that they open up. My favorite are the church's. They seem to be the worst about being rude to sales people. I had one that slammed the door in face and almost broke my nose. I called the pastor the next day and told him that I'm sure if I was coming by to discuss joining the church his staff wouldn't have been so rude and they should practice Monday to...
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Re: Letter to Mr. Jones about Sales Reps
Originally Posted by Jason H: I love it. I've used something like that several times and some times when they realize they wouldn't want their sales people treated like that they open up. My favorite are the church's. They seem to be the worst about being rude to sales people. I had one that slammed the door in face and almost broke my nose. I called the pastor the next day and told him that I'm sure if I was coming by to discuss joining the church his staff wouldn't have been so rude and...
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Re: Letter to Mr. Jones about Sales Reps
Czech, I was furious mainly because I literally felt the door stop as it touch my nose. You probably couldn't fit a piece of paper between my nose and the door. And she slammed the hell out of it. My nose would have just shattered.
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Re: Letter to Mr. Jones about Sales Reps
Czech, I was furious mainly because I literally felt the door stop as it touch my nose. You probably couldn't fit a piece of paper between my nose and the door. And she slammed the hell out of it. My nose would have just shattered had it been an inch closer.
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Re: Letter to Mr. Jones about Sales Reps
Czech and others who commented: Ty for the comments!!! I've got nothing to lose, and companies that continue to shut themselves off from sales people have everything to loose. I'm afraid that more and more companies are putting up walls to deter sales people, even when they have their own sales people.
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Re: Letter to Mr. Jones about Sales Reps
But we all do the same thing when the ball is in our court. I get calls all the time from people wanting to sell me software packages with my machines, I blow them off because I know my customers aren't interested....I've asked, believe me. Besides, the fact of the matter is we are interrupting them with something WE think is important. I still cold call all the time, but in person. I get a card, leave a card and a flyer then follow up periodically. I don't take offense, I am the one asking...
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Re: Letter to Mr. Jones about Sales Reps
I don't think I would have done this unless it were a bridge I was absolutely willing to burn in case they received the message in a negative manner & were offended. Many of my largest, most profitable clients are ones that I called on for years & even lost out to other vendors multiple times before finally winning their business. If a decision maker thinks I'm a sore loser or unprofessional in how I communicate to people I hope to do business with, it could definitely eliminate any...
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Re: Letter to Mr. Jones about Sales Reps
Just an FYI on the above account. That was my first call to them, and never did a stop in cold call. I was more surprised that someone would answer that, "We don't accept solicitor phones calls" and then more upset that I was going to ask, "what do you accept", and was hung up on. The way I figure, is the boss probably does not know what's going with their receptionist. In reference to burning bridges, I'm figuring that there's a lot more accounts in my territory, than what Kathie might have...
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This Week in the Copier Industry 15 Years Ago, The First Week in January 2004
Some of these devices sure do bring back some memories. interesting news with Ikon, and I remember the DiALTA Color CF5001 very well! Enjoy these threads from 15 years ago this week! Konica Minolta Unveils DiALTA Color CF5001 1/6/049:19 AM Konica Minolta Unveils DiALTA Color CF5001 Konica Minolta Business Solutions U .S.A. Inc. has introduced a 50-page-per-minute (ppm) color printer /copier/scanner, the Minolta DiALTA Color CF5001, designed specifically for environments with high volume...
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This Week in the Copier Industry 10 Years Ago, The Third Week in January 2009
There's a pretty decent thread below about relationship selling. It's ten years old and yes I found it some place on the web. Speaks about common ground with the client along with trust. Take the three minutes to read this thread. Relationship Selling – The Buy and Buy Enjoy the threads from ten years ago this week! Weekend Copier Notes from 1/18/09 Neal · 1/19/098:46 AM bundled with Kodak MarketMover, which is a package to assist printshop owners in marketing and selling digital output. The...