Print Management Insider Blog

Familiar with Status Quo Bias? For The Sake of Your Business You Better Be!

Posted by James Hills on Oct 2, 2018 11:59:24 AM

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.

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Topics: B2B, sales cycle, selling, sales tips

The Ugly Truth About Value

Posted by West McDonald on Aug 14, 2018 2:13:25 PM

As we move through our sales careers there is usually a strong correlation between the complexity of a sales cycle and our earnings. We might start out as an inside sales representative responding to requests. We may then progress to outside sales with a limited subset of products to sell. If we’re good, we’ll probably end up as a National accounts manager selling more bundled solution offerings. The ugly truth, however, is that like all ascensions, not everybody will make the cut and most people will burn out before they really start enjoying the fruits of a senior sales role.

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Topics: Office Equipment Dealers, sales, sales cycle, selling, value, sales tips, office equipment, office equipment channel, value proposition, sales value

3 Sales Traps and How To Avoid Them

Posted by West McDonald on Sep 12, 2017 12:51:36 PM

Some of you reading this have probably been in sales longer than I’ve been alive.  If that’s the case, some of you are really, really old! ;)  Some of you reading this could be new to a career in selling and looking for ways to increase your wins.  Either way, you are lucky enough to be in one of the most incredible careers you could have hoped for.  No 2 days will be the same, the money can be phenomenal, and you’re an entrepreneur to the core.  Fact is, most people are in sales and they don’t even know it.  The difference is we do and we take it seriously and intend to become top sales professionals.

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Topics: business strategy, Business Tips, Managed Print Services, print audit, print tracking, sales, sales cycle, selling, sales tips

Why Confidence is Essential to Sales Success

Posted by Charles Rodney on Aug 29, 2017 11:21:31 AM

About a year ago my 11 year old daughter (at that time 10) asked me “why am I a salesman?” I told her “because when you are a salesperson, you control the money you make!” She looked confused so I rephrased it.  “If you want to make more money you just have to work harder.” You determine how much money you make, not your boss or employer. She then asked the tough question as most kids do: “What do you need to be a salesman?”  So of course I wanted to answer her question accurately but in a more understandable manner. I thought for a second... what one word could I use to describe a trait that all salespeople need in order to be a successful? I told her you need: Confidence.

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Topics: print audit, print management, sales, sales cycle, selling, sales tips, SBB Road Show

Got the First Appointment - Now I Can’t Get the Opportunity to Move

Posted by Laurie McLevish on Jul 6, 2017 9:35:22 AM

The challenge: To get your prospect to commit to the next step, and actually do it.

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Topics: Managed Print Services, print audit, print management, sales, sales cycle, selling, sales tips

The Office Equipment Dealer’s Guide To Selling In Changing Times

Posted by West McDonald on Mar 1, 2017 9:01:48 AM

I don’t know if you noticed but the world of Office Equipment sales is changing at lightening speed. This isn’t new: Change is constant. But sometimes we’re left wondering how we can change our own sales process to keep up or simply to keep improving.

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Topics: office, Office Equipment Dealers, print audit, print tracking, printing, sales, sales cycle, selling, sales tips, office equipment

Where's the Heart?

Posted by Marty Carson on Feb 22, 2017 1:49:59 PM

Hey mister CEO boss man, take your eyes off that resume.  You can’t measure a person’s heart on a piece of paper! When you think about it, interviewing to start with is a flawed process since you have humans interviewing humans.

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Topics: business, Business Tips, print audit, printers, printing, sales, sales cycle, sales tips

Ruff Advice: New Tricks for Old Sales Dogs

Posted by Art Mitchell on Jan 18, 2017 10:30:00 AM

For people who know me, they know I am a technology aficionado. I love to own the latest and greatest technology, specially the ones pushing the fold. I am the guy who has an entire room at his house dedicated to virtual reality (Oculus Rift and HTC Vive). If my girlfriend ever moves in with me this might be a problem...

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Topics: print audit, sales, sales cycle, selling, premier members, sales tips

Couch Potato + NFL = Life & Sales Success!

Posted by Marty Carson on Nov 8, 2016 12:22:51 PM

Finally when I get yelled at for watching too much NFL I can say “honey this is work related and I’m taking notes!”

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Topics: print audit, print tracking, sales, sales cycle, selling, success, football, sales tips, training, NFL

Are You Ready For High Stakes Selling?

Posted by Charles Rodney on Oct 25, 2016 11:27:57 AM

In the last 17 years I think it's safe to say that I've seen a lot …from selling to the SMB Business Market to Major Accounts to State Government to Production Sales. Prospecting, learning new technologies and of course, selling solutions. With that being said I know my way around the print sale cycle. But what most people don't know is that during a period in that time, I played high stakes blackjack across the country.

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Topics: managed print, Managed Print Services, print audit, print management, sales, sales cycle, selling

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