Trends Impacting Print - Sales Need for Better Business Acumen

Posted by on Saturday, February 26, 2011

The students at Orlando’s Audubon Park Elementary School finished a math worksheet and started that long-standing third-grade tradition: the timed multiplication test.  But there were no paper and pencils on their desks – just shiny black Dell netbooks.  On their small computers, the kids did the digital “worksheet.”  Then it was on to the practice quiz, its multiplication problems flashing on their screens.

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Posted in Sales

Fear of Qualifying

Posted by on Wednesday, February 23, 2011

Training and coaching your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long-term success of your sales team and company. By understanding your salespeople’s natural fear of qualifying, you can better coach them to ask critical qualifying questions early in the sales cycle. Their productivity will improve, and you will achieve more sales in less time.

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QualPath Regains Relevancy by Retooling Its Business Model

Posted by Guest Blogger on Tuesday, February 15, 2011

By Scott Cullen

It wasn’t long ago that QualPath was known primarily as a top provider of office equipment in Pompano Beach, Florida. They had a solid business, a nice base of customers, and could have easily remained complacent and continued pushing hardware like so many of their competitors. But owner Kevin DeYoung had other ideas and two years ago the sun set on the company’s copier business and rose on its new business model—that of a managed services provider. Sure QualPath still sells and services office equipment, but that’s not the primary focus.

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Sales Management Focus – Using Feedback to Impact Performance

Posted by on Monday, February 14, 2011

Most managers are aware that the way they coach their people can play a big role in ensuring their team’s success. Unfortunately, when it comes to giving feedback, many don’t know how to coach, and simply resort to telling others how to improve.

Please click here to read my recent blog post on The Week in Imaging 

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Are You Still Driving Dials? If You Say, ‘Yes’, Your Sales Force Must Be Failing.

Posted by on Wednesday, February 9, 2011

During my tenure at Xerox Corporation and IKON Office Solutions, every two years someone in Training and Development would contract out the latest “guru” on teleprospecting or cold calling.  We would spend a mint to take people out of the field to be trained in...

Please click here to read my recent blog post on The Week in Imaging

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The Social Network: Making the Most of Networking Meetings

Posted by on Monday, February 7, 2011

Every business has networking meetings. You exchange business cards. You visit a little... and then you go home.

Those little networking meetings do nothing, except waste time, if you don't do anything with the business cards except put them in a pile next to your desk saying "Someday..."

Please click here to read my recent blog post on The Week in Imaging

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Posted in Sales

Maximizing the Networking Potential of LinkedIn

Posted by on Monday, February 7, 2011

You've likely heard of LinkedIn, the business-oriented social networking website that many people use for keeping in touch with business associates, clients, and former colleagues. But is this LinkedIn's only use? Or can you use it in other ways to grow yourself professionally and help your organization to network more effectively?

Please click here to read my recent blog post on The Week in Imaging

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Posted in Sales

Writing a Business Case: Getting Approval and Funding for Your Sales Projects

Posted by on Monday, February 7, 2011

You've got some great ideas for improving the way your customers department delivers what's required of it. You understand their business challenges like legislative pressures, expense management, productivity, morale improvement, or environmental/green initiatives.  But how do you get approval for your sales projects to go ahead? And how do you ensure that you receive the resources you need to complete them successfully?  

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