Greg Walters, Author at The Imaging Channel

New to Copier Sales: How to Talk with Prospects

The first year of appointments presents many challenges to the new copier rep, not the least of which is building

By now you know a copier is more than a copier — and a connected copier is capable of doing

The assessment is a foundational piece of the sales process and all dealers, resellers, manufacturers have a method, even if

There are probably a few terms you hear thrown around these days in the copier industry: “Transformation,” “digitization” and “disruption”

I remember one of the first MPS training sessions I sat in on, back in 2007. It was conducted by

Once, long ago, “managed print services” (MPS) was considered an outlier, something in which only the fringe of our industry

Managed services is referred to by various names — managed IT services, managed network services, MNS, etc. But no matter

You’re hearing a great deal about “disruption” in the copier niche — but it’s actually turbulence, not disruption. A cursory

One of the milestones of moving from a newbie to a seasoned veteran is your ability to present yourself as

“Business acumen” (BA) selling is what your prospects want today. You’ve heard them all: “Tell a story.” “Use LinkedIn.” “Sell