New to Copier Sales: B2B People Still Use Email. No, Really. They Do.
Instant message and chat are the some of the most common modes of communication today. It’s true. Back in the
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Greg Walters
New to Copier Sales: How to Conduct a Meeting
If there is one constant in the copier world, it is the long, unending string of meetings you’ll attend, plan
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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
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New to Copier Sales: How to Conduct an Assessment
The assessment is a foundational piece of the sales process and all dealers, resellers, manufacturers have a method, even if
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New to Copier Sales: Who Do You Read?
I remember one of the first MPS training sessions I sat in on, back in 2007. It was conducted by
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New to Copier Sales: What’s This Thing Called Managed Print Services?
Once, long ago, “managed print services” (MPS) was considered an outlier, something in which only the fringe of our industry
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New to Copier Sales: What’s This Thing Called Managed IT Services?
Managed services is referred to by various names — managed IT services, managed network services, MNS, etc. But no matter
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New to Copier Sales? What’s Going on In Your New Industry?
You’re hearing a great deal about “disruption” in the copier niche — but it’s actually turbulence, not disruption. A cursory
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New to Copier Sales: Evolving Into an Advisor
One of the milestones of moving from a newbie to a seasoned veteran is your ability to present yourself as
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Solution Selling is Dead
“Business acumen” (BA) selling is what your prospects want today. You’ve heard them all: “Tell a story.” “Use LinkedIn.” “Sell
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