To say that B2B solution sales is an unpredictable profession is a gross understatement. Deals are constantly stalled or derailed by a seemingly endless variety of reasons.
Seat Based Billing is here to stay. How do I know? It’s because it’s all our customers and prospects want to talk about. It has become the number one topic my sales guys end up talking about, so we go with the flow and use it to open doors, and boy oh boy, does it ever do that. The reason? There are two like it or not facts that are affecting every single office equipment dealer in North America:
Who has swagger? Johnny Depp, Muhammad Ali, Hillary Clinton, Donald Trump?
They all do of course. In fact you could say that almost every successful person has it.
When you pause to think about it, however, “Swagger” is a somewhat indefinable characteristic. Google defines it as “To behave in a very confident and typically arrogant or aggressive way”. I agree with that, but it’s important to recognize how people’s swagger differs. That’s because the word “typically” is key to our perception of these people.
Last week I had the pleasure to spend my time with Larry Levine and Darrell Amy in Phoenix, Arizona and San Francisco, California at the LinkedIn Office Tech Sales Roadshow. They have taken a bunch of sales reps, sales managers, VP’s and owners of copier dealerships through a course on getting the most out of LinkedIn. More specifically, how to use it to prospect and convert those connections into relationships that can eventually turn into sales.
Topics: business, business strategy, Business Tips, Customer Service, LinkedIn, office, Office Equipment Dealers, print audit, print management, print tracking, printers, printing, Revenue, sales, sales cycle, selling, Service, Social, Social Media, strategy, success, technology, tips
Topics: analytics, business, business strategy, Business Tips, managed print, Managed Print Services, moneyball, MPS, new business, Office Equipment Dealers, print audit, print management, print tracking, printers, printing, sales, sales cycle, statistics, stats, strategy, success, tips
What drives your customers crazy? Many, many things drive them nuts. A good portion of them are crazy already, or at least unstable. Why else do they lie to you, or snap their crayons over trivial issues that are easily resolved with a bit of communication?
I’ll tell you one thing that really drives them up the wall though. Blue hyperlinks in emails!
Topics: business, managed print, Managed Print Services, MPS, Office Equipment Dealers, print audit, print management, print tracking, printers, printing, Printing, Revenue, sales, selling, Service, strategy, success, tips