Posted by Guest Blogger on Thursday, December 22, 2011
By Scott Cullen
When fast isn’t good enough, outside experts can help expedite desired results. That’s exactly what NEP in Appleton WI wanted to accomplish in order to expand their impact in the MPS arena. By contracting with Strategy Development, they were able to refine their sales processes which were adequate but required some tweaking for added effectiveness.
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Posted by Tom Callinan on Monday, November 28, 2011
Nations are in the news: Greece, Portugal, Italy, and soon maybe even France. Greece has a debt to GDP ratio of approximately 150%, Portugal’s ratio is 93% and Italy is 120%. The good old US is right around 100%. How did these countries dig themselves such a large hole that they subsequently crawled into? I realize any easy answer will be an over simplification, but in my mind the answer is by not acting on good data.
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Posted by Tom Callinan on Tuesday, September 27, 2011
Last week ECi announced the acquisition of the last independent industry specific ERP, Digital Gateway (DGI). It appears as if this acquisition has caught many by surprise as DGI’s outspoken CEO, Jim Phillips, has told anybody who would listen that he would never sell out (That infamous “read my lips” mantra that seems to be followed in history by the exact opposite event). Jim’s reasoning seemed to be founded on his belief that being an independent software provider was good for the independent dealer.
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Posted by Tom Callinan on Friday, September 9, 2011
It started out as just another Tuesday; I had my reservation at the Times Square Hilton and I was on the bus from South Jersey to Manhattan. For the last three years I had been commuting into Manhattan to my job as president of IKON’s NYC Marketplace. I was fortunate; IKON had agreed to foot the bill for me to stay in the city whenever I wanted, so I didn’t need to endure the four-hour daily commute like most on the bus. Unless you’ve experienced the bus commute to Manhattan you’d never be able to imagine that it is actually a community unto itself.
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Posted by Guest Blogger on Friday, June 24, 2011
By Scott Cullen
Ken Copeland has been in the copier business for 25 years, 21 at the helm of ASI Business Solutions, a Dallas/Fort Worth dealership. He knows how to sell copiers. He also knows he can’t continue to approach the copier business the way he did for most of those 25 years if he wants to remain profitable and stay in business.
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Posted by Ed Carroll on Sunday, June 19, 2011
The methods for evaluating sales performance can take many different forms. You can look at performance on a company basis and compare it to the previous year (hopefully your revenue is growing). You can look at sales performance on segment basis and compare it to a plan. If you are looking at resource performance you can look at the sales team performance to quota. And you can drill down to an individual level to measure how individuals are doing compared to quota.
All of the methods mentioned will allow you to measure sales performance. And depe
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Posted by Kelli Jones on Monday, June 13, 2011
Be sure to check out the topics for sd|webEd, our monthly free educational webinar series:
Gain insight into the CFO decision-making process regarding managed services and managed print services. According to Gartner Inc, CFOs are playing a bigger role in IT decisions than in the past.
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Posted by David Ramos on Friday, May 27, 2011
I teach a sales workshop (don’t worry people this isn’t an infomercial) that focuses on teaching business fundamentals to sales professionals in the imaging industry. Every time I teach this workshop, inevitably there will be a rep that starts complaining about how the material is for big companies and not “rural” market smaller companies like theirs or there will be another rep that states their market is different because of their geography.
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Posted by David Ramos on Wednesday, May 25, 2011
Web-Based or Onsite Training for Sales Professionals in the Imaging Industry
Strategy Development is launching its next series of Sell With Success. This course is available as a ten-week webinar series, with the next series starting Tuesday, June 7th, 2011, or as an on-site, two-day workshop.
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Selling Services to the CFO
