Print Management Insider Blog

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

5 Signs Your MPS Program is Stuck in 2006: Sign #4 - You Think an MPS Contract Must Include Toner & Service

Posted by West McDonald on Oct 27, 2014 10:09:45 AM

Welcome back to “5 Signs Your MPS Program is Stuck in 2006”. In last week’s entry we looked at sign #3 which you can find HERE.  This week, let’s look at the 4th sign your MPS business is stuck in 2006:

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Topics: business, business strategy, contract, managed print, Managed Print Services, MPS, office, Office Equipment Dealers, print audit, print management, print tracking, printers, printing, sales, sales cycle, Savings, selling, strategy, success, tips, Toner, value

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