You know that you will win more MPS business if you have the right specialist to help your sales team to properly manage and support the sales cycle but finding the right candidate can seem daunting. We'll share with you the top 5 characteristics of a great MPS Specialist so you can hire right the first time.Read More
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.Read More
Most Assessments based on Cost Per Page only include the costs of toner, service and parts. Using TCPP (TRUE Cost Per Page) in your assessments can help customers to understand the true cost of their printing and help you to crush your competitors as you jockey for new business. Read on to find out how.
At some point “pushing boxes” gets a little tiring. As a business owner or sales representative you know that you have to raise your game and start selling bonafide solutions. Yes, yes, I know, “solutions” can be a dirty word. But if defined and sold correctly solution selling yields much higher margins and long term customer satisfaction. Here’s how.Read More
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.Read More
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.
Most OEDs I know are staging for some big growth beyond anything we’ve seen in the last decade or so. It’s just that they won’t be selling only office equipment anymore. They will be selling office technology & solutions to compliment what is their current bread and butter.Read More
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
As a sales professional or dealer principal in the office equipment industry you might have noticed that the times are changing. The unabated rush of technological innovations and their effects on changing customer needs can at times seem a little daunting. The future, however, is looking very, very bright.Read More
The 3 time tested solution selling tips don't require you to spend any money or learn any new software tools. Practice these 3 things and you could dramatically improve your customer relationships and sell more than ever.Read More
What's the deal with all the doom and gloom? Here are 6 reasons the future is looking bright.Read More
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?
What is a QBR? Like Unicorns, I’ve heard of them but they are really, really hard to find evidence for. The QBR, or “Quarterly Business Review”, is something a lot of sales reps and companies talk about doing for their customers but rarely ever do. Why is that?Read More
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
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
The core of assessments that sell is generating an accurate TCO (Total Cost of Ownership) of your customer’s current print and copy environment. Get it wrong and you lose your customer’s trust. Get it right and you can improve your solution close rates dramatically.Read More
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