Providing Customer Benchmark Studies Is Easier Than You Think

As an office equipment dealer or managed services provider you have likely benchmarked your business against others in the space.  If such benchmarks and industry comparative studies are invaluable to your business, imagine how your customers would feel if they could get the same things. The good news is that providing such benchmarks is possible and much easier than you think.

Read More
m lamotheComment
The Perfect Solution Sales Rep: 7 Proven Traits To Hire Right The First Time

 If you’ve been in the office equipment channel long enough you realize that the days of your sales team knocking it out of the park simply by selling boxes is no longer enough. 

Knowing is only half the battle, as they say.  As a progressive office equipment dealer looking to beef up your sales organization how do you make sure you get the right candidates? Do you already have the right people? What are the characteristics of those that will be successful in selling solutions and services beyond the box?  
 

Read More
m lamotheComment
Assessing only Printers and MFPs? 5 Reasons You Need To Think Bigger

Assessments are easier to do thanks to advanced software tools.  Are you conducting managed print assessments today?  If you are, you’ve probably gotten really good at mapping and assessing printer and copier assets.  But the world is changing and you need to start thinking about more than just printers and MFPs if you’re assessments are going to remain powerful selling tools.  Here are the top 5 reasons you need to think bigger:

Read More
m lamothe Comment
Hitting Quota Got You Down? Do This Instead

Self driving cars.  Content on demand.  Drone shipments.  Rockets that come back.  The world is changing dramatically!  Is it any wonder that the old way of selling things may be taking a hit?  The good news is there's a more modern way to sell that increases win rates and can even shorten sales cycles.  Introducing assessment based selling. It you’re looking to crush quota and start winning more deals it needs to be your goto.  Read on to discover why.

Read More
5 Ways Tools Based Assessments Are Helping Your Competitors to Crush It

As a copier dealer sales representative or managed print professional, you might have noticed it’s getting rough out there.  More and more competitors have entered the landscape and it seems that every deal you work on is being met with more questions and delays. Close rates are in decline and deal sizes are getting smaller.    It’s tough out there and only getting tougher, right?  Not for everybody.

Read More
m lamotheComment