Tagged With "Greg Brown"
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Re: COVID19 "Remote Working" Day Eighteen of Sales
People always like getting free stuff. Two promo ideas 1). Offer 1-5 free color banner prints to your clients and prospects.. Many copiers can now print banners up to 12"W by 48" L . This feature is often not promoted. It costs you almost nothing but the customer might perceive as having value. It could be "Open for Business", "Happy Birthday," "Grand Re-Opening", whatever. The customer can dictate the content. You can add a little logo in the corner of the banner "supplied by ABC Copier...
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Re: COVID19 "Remote Working" Day Eighteen of Sales
I like the second offer, yes people always like free
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Re: COVID19 "Remote Working" Day Eighteen of Sales
Give #1 a second look. https://business.toshiba.com/b...-business/#more-2420
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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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How Authenticity Can Maximize Your Prospecting Results
Authenticity is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps; that quite frankly many buyers despise them. However, authenticity separates sales reps from sales professionals and this is what buyers want! It may sound a bit touchy-feely but set aside some alone time, take a look inside yourself as sales is all about building credible, genuine and real relationships. In order to build relationships and change the way...
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This Week in the Copier Industry 15 Years Ago, The Second Week in November 2003
So it was fifteen years ago that Ricoh launched the first GBC puncher. I remember it well, chads were evenly distributed through out the entire device! One of my accounts had to vacuum their GBC puncher once a week. Enjoy the threads from 15 years ago this week! Toshiba America Business Solutions Introduces the Flagship Model in its Workgroup Color Printer Line Boston Mike · 11/10/036:05 PM in TABS color printer product line. Boasting a powerful 600 MHz processor and 256 MB of standard RAM...
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This Week in the Copier in Industry, The Last Week of November 2003
Looking back there was one incredible thread from 15 years ago and that had to do with a new member that refused give information that we required in order to approve them for membership. Those days were the early days from when we transitioned from an MSN community to a real web site. Back then all we had was the forums. Graham & Ted were also key players in getting the forums launched back then. Enjoy the threads from 15 years ago this week and make sure you check out that thread!
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This Week in the Copier Industry 15 Years Ago (Second Week of February 2005)
Just a little more on the show that I'd like to share from this week. While standing at the end of our booth I was watching the reps from other companies in our section. So many peeps passed their booth and they did not say a word! No greeting, no communication, they waited for someone to speak to them first. Needless to say I'd bet dollars to doughnuts that many warm leads were lost because these reps were never taught the fine art of "hawking" while at a trade show. I was taught many years...
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Attention Sales Leaders... Authenticity Matters In A Crisis Fueled Sales World
We've all used the term the "B.S. Meter". I'm here to give you a new meter to judge your sales team by, the "Authenticity Meter". Authenticity is one of the biggest challenges within the sales world. It's a profession riddled with unscrupulous, fake and disingenuous sales reps and managers; that quite frankly many buyers despise them as well as some on their team. Authenticity separates sales reps from sales professionals. Authenticity separates sales managers from sales leaders. What is...
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COVID19 "Remote Working" Day Eighteen of Sales
Make no bones about it, I'm mentally drained. Jersey is still the same and I don't want to keep harping on what's going on here. What was cool today is Greg Walters & I had our third installment of "How to Sell Copiers in the Age of Corona Virus. For those that haven't caught the first three episodes it's basically me and Greg talking about what's going on and shooting ideas back and forth. What I liked about today is that we turned the mics on to hear from others in our Zoom meeting. We...
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In Times Of Crisis, Sales Professionals Get Reacquainted With And Recapture Their Hearts
Heart in sales, it's not a dirty word. Within the sales culture, an image of the heart is often associated with weakness or being too mushy gushy. However, the heart is strong and powerful, the driving force of life, one heartbeat at a time! Your ability to succeed becomes crippled when there's an unbalanced connection with your heart. Embracing a heart-centered approach to sales rests with your ability to stop, look inward, and reflect upon the course of action you know is the right one,...
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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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This Week in the Copier Industry 10 Years Ago for the Second Week of May 2010
It's Sunday night just about 10:30PM. Not a lot of time to write tonight. Hope everyone enjoyed Mothers Day. Now let's go sell something tomorrow! Enjoy these threads from ten years ago this week! Konica Minolta eyes bigger role in commercial printing Guest · 5/8/1011:14 PM Konica Minolta eyes bigger role in commercial printing LOS ANGELES, CA—Konica Minolta has targeted commercial printing as a key growth opportunity for the company. Executives made the announcement at an event earlier this...
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Sales Professionals Can Clearly Define Themselves, Can You?
Getting to know yourself allows you to tap into the road of happiness as this is critical to your success. How would you define yourself? What makes you tick? How are you continually evaluating yourself to improve your results and become better at what you do? You live in highly competitive sales world. You're living through some chaotic and crisis filled moments. You must be able to clearly differentiate yourself from all the other empty suits. This may sound a bit harsh, no one cares about...
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The Time Is Now To Start To Lead With The Heart, Become A Servant Professional
I believe your ability to succeed becomes crippled when there's an unbalanced connection with your heart. Embracing a heart-centered approach to sales rests with your ability to stop, look inward, and reflect upon the course of action you know is the right one, rather than succumbing to external pressures and misaligned sales tactics. Those who lead with their heart and not just their wallet is able to connect with the emotional needs of their clients and prospects. They understand people...
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COVID19 "Remote Working" Day Eleven of Sales
WTF eleven days! Another late night issue for me again. It's sometime after 10PM, thus this will be another short blog again. Today our dealership had a TEAMS meeting set for 11AM. The plan was to lay out the strategy for the next 30 days or so. Yes, it seems like another 30 days of remote working is in order. I am also very thankful for that, because at least I have the ability to produce. I can't go over the details because it just doesn't make good business sense with competitors reading...
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BYOB... It is Not What you are Thinking...
Those good ol' college days... What to bring, a six or twelve pack? Case or Keg? Those BYOB quandaries. This quandary had me thinking, is it appropriate to BYOB to your own sales party? Of course it is as you should always be Building Your Own Brand. "Define what your brand stands for, its core values and tone of voice, and then communicate consistently in those terms." Simon Mainwaring We all agree, a company's brand is one of the most important factors to its ongoing...
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"Pamper the Sweet Tooth in Wartime"
The information below was derived from a pamphlet that I found while cleaning out the attic. The pamphlet was printing in 1941 and was titled "800 Ways to Save and Serve", which was designed to help Americans with the World War II effort....
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This Week in the Copier/Office Equipment Industry 10 Years Ago Second Week of July 2004
So, not much in the news for this week back in 2004. In the threads below, there is a reference to the Connectivity Café. This was a Ricoh web tool that would allow to configure the MFPs. It was fantastic and we used it all of...
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This Week in the Copier/Office Equipment Industry 10 Years Ago Third Week of July 2004
Barack Obama gives the Keynote speech at the Democratic National Convention , launching his career on the national stage. I remember that moment and I did think that someday he may become President. Kyocera aims for 2...
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Why I Still Cold Call for Copiers after 33 Years
This is the fourth time I've revised this blog, the original was posted almost three years ago, the last update was about a year ago and just today I added some new content for cold calling. ENJOY! If you'd like to read the previous one please...
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This Week in the Copier/Office Equipment Industry 10 Years Ago (1st Week of January 2004)
First a little of bit of news: On January 3rd 2004 the first of the Mars Exploration Rovers, Spirit, has successfully landed on theMartian surface with a "very strong signal" being received from the lander. It was a tense few minutes as no...
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This Week in the Copier/Office Equipment Industry 10 Years Ago (4th Week of November)
It was ten years ago this week. The 2003 Heritage Classic is played in Edmonton, Alberta, Canada, the first outdoor ice hockey games in the history of theNational Hockey League. Over 50,000 spectators watch the two...
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An Interview with the KING of MPS aka Greg Walters
Six months in the making and I finally had the chance to offer up some questions to the King of MPS aka Greg Walters. I'm thinking it was six years or so ago that Greg launched his "Death of the Copier" blog. Greg was in the MPS business...
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This Week in the Copier Industry 10 Years Ago (Second Week of January 2010)
Whew! What an end of year! My year ended on the 23rd of December and the next day I came down with the flu. Been struggling for the last three weeks, and finally feeling better. Thus, I'll be behind the eight ball again for the start of a new decade. I was able to pump in a dozen orders, something like 18 MFP's and captured net new business revenue for the month of December. All that at the ripe age of 62! Enjoy these awesome threads from ten years ago this week! UPDATE 2-Hermes joins...
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A Sales Professional Rips Off The Mask Bringing Their True Self, Are You?
What mask are you wearing? What are you hiding from the sales world? Furthermore, what are you hiding from your clients? Oscar Wilde said, “Be yourself; everyone else is taken.” Are you living as the real you and not someone else? Do your thoughts match your actions? Does your walk match your talk? Are you emphasizing the positive aspects of your personality? Living a lie comes out sooner or later. Living a sales lie and somebody that you're not is even worse, as it will ultimately screw...
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Color Label Press University "Glossary of Terms" Part Thirteen, Course One
I've used the hashtag of #followprintmigration for sometime now. I don't have any facts or statements, I just know what I see. Last weekend the wife and I spent a few days in Wildwood, NJ for a much needed getaway. The main purpose of the trip was to attend the North America Sea Glass festival. Many artists from the east coast were to there to display and sell their creations. So what did I notice? Branding, branding and more branding from the artists with their creations. I noticed three...
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Color Label Press University "Glossary of Terms" Part Five, Course One
I had a few minutes before I had to get to three appointments on Thursday of last week. Thus, I thought I would visit our Ricoh MP 3601SP demonstrator unit in our showroom (yes, we still have one of those). I was curious how many labels did Ricoh adhere to the MP 3601SP. I was shocked! If you have a Ricoh MP 3601SP, here's a little bit of homework for you. Check all of the outside covers, then the toner hopped and then the roll feeder. Let us know how many labels you find (color or just...
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This Week in the Copier Industry 10 Years Ago (Third Week of September 2007)
Enjoy, I had to post this a week in advance. Busy week with a golf event on Monday, then the SBB Print Audit Road Show on Wednesday and then BTA Gland Slam Wednesday & Thursday! Hope to have some good stuff to report on from BTA & SBB. Here they are from 10 years ago this week! Topic Weekend Notes from the Copier Industry 9/16/07 9/19/076:03 PM Production Printing Business Group. While the Ricoh branches will sell the product, service will still be handled by Kodak employees. This...
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Color Label Press University "Glossary of Terms" Part Twelve, Course One
At my age sometimes it gets interesting to remember where you went on the weekends. What I do remember is that I accompanied my wife to one of our local food stores. I'm thinking it was a Wegmans, could have been something else, but it was one of the higher end food stores. I was not impressed with was the prices! Frak, let me stick to making money so the wife can spend it. Please don't tell me how much that steak cost. If you're a professional in the imaging channel then you're always...
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A Summer Night Chat With Greg Walters about ArcDrive
If you follow industry press releases like me then you're aware that the King of MPS aka Greg Walters recently released his Arc Drive . Yes, I was curious as to what is the Arc Drive and what does it do? A few nights ago Greg and chatted about Arc Drive and below is how our chat went. Art: Hey Greg, okay first question for you, where the heck is Oconomowoc, Wisconsin? Greg : It’s in between Madison and Milwaukee in lake country. A quaint town, there are 12 bars within a square mile or so. I...
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Re: COVID19 "Remote Working" Day Eleven of Sales
Was the last working chat with Greg Walters recorded? If so, where is it available to view? Thanks,
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Re: COVID19 "Remote Working" Day Eleven of Sales
An interesting, inexpensive way to promote yourself via video email during these difficult times. https://bombbomb.com/video/ 14 day free Trial $30.00 month Cancel anytime. See actual example from a very innovative and successful real estate agent. https://view.bbsv2.net/bbext/?...93-844c-2a11eb32098c
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Re: COVID19 "Remote Working" Day Eleven of Sales
Greg forgot to hit the record button, hoping someone else out there recorded it and can sent us. We won't forget for next week
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Re: COVID19 "Remote Working" Day Eleven of Sales
this is cool, I need to check this out thanx @SalesServiceGuy
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COVID19 Remote Working Day One Hundred and Twenty-Eight of Selling
Not a lot happened today and that's probably because I had a nagging sinus headache for most of the day. It wasn't until about three PM that my head cleared a bit and I was able to log a few calls and emails to finish the day. For most of the day I concentrated and getting additional research and information to clients that I wanted to move forward. For one account I put together two simple word documents for each device. Each file made reference of the existing device situation for each...
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Attention Sales World: The Compassion Revolution Is Here, Are You Onboard?
Let's face it, we've all lost a client for some reason or another. How many of us fail to understand the "why" behind why they left? What healing message are you using with your clients? Are they feeling alone and abandoned by you? Your clients are undeniably one of the most important factors. The more you understand that meaningful and credible relationships with your client's matter, the more successful you will become as a sales professional. Are you personally engaging with your clients?
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A Wholehearted Sales Professional Does The Inner Work, Will You?
Heart in sales, it's not a dirty word. Within the sales community, an image of the heart is often associated with weakness or being too mushy gushy. The heart is strong and powerful. It is the driving force of our life, one heartbeat at a time. Our ability to succeed becomes crippled when there is an unbalanced connection with our heart. Embracing a heart-centered approach to sales rests with our ability to stop, look inward, and reflect upon the course of action we know is the right, rather...
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Sales Professionals Know The One Word That Defines Them, Do You?
Uncovering what defines you is your own personal journey, not anyone else's. Grab a pad of paper and a pen, now answer the following questions: How would you define yourself? What makes you tick? What are your top three values and how can you apply them to your career? Defining yourself, it is knowing who you are, what you stand for, what your identity is, and what rules you operate by. This could be the morals you live by, what you define as integrity, the importance of your word and...
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The Week in Copiers Ten Years Ago
The Week in Copiers Ten Years Ago Last Week of December 2010 Twas the last three selling days before the end of the year. Many thoughts were spent over the weekend on how to finish. Five opportunities are left on the board. The questions become which ones will come home on the 23rd. Could it be all five, could it 3 or could there be none? Enjoy These Awesome Copier Threads from Ten Years Ago This Week! Consider Xerox lease proposal for a copier for the Juvenile Detention Center Art Post...
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Selling Copiers in the Eighties with Larry Coco
I believe it's important to document as much as our industry as possible before the age of the internet. Not much has changed in sales over the years. Selling is still about prospecting, finding pain and building relationships. Thus I was able to connect with Larry Coco for our next interview of what it was like to sell copiers in the eighties. Selling Copiers in the Eighties with Larry Coco Art: How did you find your way into the copier industry? Larry: During college I worked as the...
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MSP, MSSP and IT Notes Industry February 14th 2021
February 14th, 2021 MSP. IT & MSSP Industry Notes Sponsored by Arcoa Group Why partnering with ARCOA makes sense Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have...
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Sales Professionals Authentically Prospect To Fuel Consistent Sales Results.
Authenticity, it is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps. In a post trust sales world, authenticity separates sales professionals from sales reps. It separates the heartfelt from the empty hearted. I encourage all of you to set aside some alone time, grab a pen and paper, then start writing down words these words... credibility, genuine, connect, relate and real. Define each word, think about each word and...
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MSP, MSSP and IT Notes Industry April 19th, 2021
Arcoa Group Why partnering with ARCOA makes sense Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the...
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Sales Leaders... Could A Beginner's Mindset Unlock The Door To Client Growth?
What could your team learn about their clients by developing a beginner's mindset? Some will say, with experience comes comfort. I am here to inform you that comfortability is not always good, especially with your clients. When salespeople get complacent with themselves, their career and their client relationships, disengagement starts to happen. Imaging for a moment if many on your team interacted with their clients with a learn it all mindset as opposed to a know-it-all mindset... what...
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This Week in the Copier Industry Ten Years Ago
This Week in the Copier Industry Ten Years Ago Last Week of July 2011 There wont be much typing on this one since I had an accident while do maintenance in my yard. Seem that good ole trimmer decided to take the tip of my finger off. Enjoy these great copier threads from 10 years ago this week! Re: KYOCERA MITA ANNOUNCES EXECUTIVE TRANSITION Art Post (Guest) · 7/30/1111:08 AM will prove to be interesting where companies like Canon, Ricoh, and Konica Minolta will migrate thier services. We've...
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This Week in the Copier Industry 10 Year Ago
This Week in the Copier Industry 10 Year Ago First Week of August Are copier companies and the paper manufacturers noticing a declining demand with more people feeling comfortable reading documents with their smartphones and laptops? My response to the above Quora thread today: We’ve seen a 20–30% decrease in printed pages since the pandemic started, we are seeing some recovery with many getting back to the office. Interesting that there has been an increase of pages printed with healthcare...
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This Week in the Copier Industry Ten Years Ago
This Week in the Copier Industry Ten Years Ago Second Week of August 2011 Stay turned for tomorrow (Sunday) Premium/VIP video! I'll be much of my knowledge about leasing programs, when and where they will work along with some other neat talk tracks I've developed over the years. Enjoy These Great Copier Threads from Ten Year Ago this Week! Konica Minolta's bizhub PRO C6000 is Printer of the Year 2011 Art Post (Guest) · 8/11/119:56 PM C6000,” Minnie says. “It delivers the highest possible...