Winning More Deals By Staging Device Replacement

In my role as an assessment expert I talk to a lot of dealers about their Managed Print programs and how best to ensure they are winning more deals than they are losing.  “Assessment Selling” typically has win rates of 60% to 70% (compared to an average of 30% for typical “box” selling) so you can understand their interest in getting it right.

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5 Things Copiers & MFDs Do That Nobody Uses, Not According To Science

The power and capability of the modern multi-functional device is astounding from the ability to automate business workflows, scan documents to the cloud and other digital repositories and to house secure release and HID card authentication. Of course not all of that functionality gets used very much. Some things get used less every year. Here is my list of 5 things copiers & MFDs do that nobody actually uses.

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The Rise of the Mega Dealer (And How To Compete With Them)

In 2018 there are basically 3 kinds of office equipment dealers: Those looking to grow, those looking to sell and those looking to buy.  If you are in the last category you might be one of the new breed of OEDs known as “Mega Dealers”. If you are in the first category you might have noticed you can’t possibly compete on price against them.


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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.

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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?  
 

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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:

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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.

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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.

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