The Most Expensive Financing Available: Prefunded Service On Your Lease Agreements

Posted by Tom Callinan on Monday, May 12, 2014

There seems to be a movement with “copier dealers” to prefunding a year’s worth of aftermarket in lease agreements.  In this scenario the leasing company pays you 12 months of service and/or supplies that are bundled into a lease and discounts this revenue by 6%.  I have had many dealer principals tell me that it is a great advantage because “it is effectively what I pay to borrow money at the bank only it doesn’t affect my bank lines of credit.”  

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Not Getting Enough Appointments? Stop Talking the Wrong Language!

Posted by Tom Callinan on Tuesday, April 29, 2014

First, there is no such thing as an email “template.”  If you send a template it may as well start with a delete button. 

Every email needs to be customized to the person/company.  Do a few minutes---that’s less than five—of research to determine the content of the email. 

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Are There Born Sales Professionals?

Posted by Tom Callinan on Monday, April 21, 2014

There is a question being asked on a sales management LinkedIn group, and I am paraphrasing, “Are high quality sales professionals born that way or developed?”  I find this question demeans the sales profession.  Would anybody ever ask if a doctor was born with his/her talent or trained?  An architect?   An accountant?  Are there individuals who truly believe that the profession of sales is an intrinsic skill, maybe part of the DNA of some people yet excluded from others? 

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Copier Sales is Just Like Baseball

Posted by Gary Schwartz on Monday, April 14, 2014

One of the beautiful things about the game of baseball is the fact that stats are kept on EVERYTHING.  Think about it, how often has the casual fan heard an announcer in the World Series say, “He leads the American League in 2 out RBIs after the 7th inning in games since the All-Star break.”  Got a question about baseball: there’s a stat for that.  This wealth of information has led many to question the value of traditional statistics like wins and losses for pitchers, or even ERA.  Similarly, in this business we keep track of all types of statistics:  Pe

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Success at the toughest job in the company: Sales Management Part 2

Posted by Tom Callinan on Tuesday, April 8, 2014

For companies with sophisticated sales operations territory design is paramount to maximizing their investment in sales professionals.  Can you imagine starting your sales career at IBM, GE Aviation or Oracle and being told, “your zip code is 19010 go out and find some business?”  These companies realize how expensive it is to attract, hire and train a qualified sales professional and they are certainly going to make sure that they use their sales professional’s expertise to maximize revenue and profit.  Yet isn’t telling sales professionals to go out and randomly find busine

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Success at the toughest job in the company: Sales Management Part 1

Posted by Tom Callinan on Thursday, April 3, 2014

Front line management is tough regardless of your functional area.  As a manager you need to deal with scheduling, employees’ personal issues, training and emergencies you could never have anticipated.  When you’re a front line sales manager you have to throw into the mix the high visibly of having to generate the revenue month in and month out. 

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Close More Sales

Posted by Tom Callinan on Monday, April 8, 2013

I get asked all the time, “Can you help my team close more sales.” When I then ask the person to tell me what they are looking for the emphasis is always on closing as an event. This belief would lead the average business owner to believe there exists a superstar closer; you simply “wheel them in” when it’s time to close the sale and you are guaranteed to be booking revenue.

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Missing the Point With Sharp

Posted by Tom Callinan on Monday, August 27, 2012

There have been numerous commentators providing opinions as to Sharp’s future in the copier business. An article by Nikkei suggested that Kyocera was in discussions to buy Sharp’s copier business. Sharp US has stated that the article is not accurate and that Sharp is not currently in discussions to sell the copier division. Commentators have focused on the fact that the copier business is one of Sharp’s more profitable businesses. That is the correct focus but I think the commentators arrived at the wrong conclusion.

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Considerations for entering IT

Posted by Tom Callinan on Tuesday, July 31, 2012

Three weeks back I was at the Microsoft Worldwide Partner Conference (WPC). My desire to get more educated in the “IT space” started about a year ago when many of our clients started asking about entering the IT space.

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What’s Your Plan?

Posted by Tom Callinan on Monday, April 2, 2012

If there was a single area I find most entrepreneurs spend too little time on, it's planning. Because they don’t spend the time on planning they spend even less time on research, a necessity of planning. The fact that prints are declining across the business segments of the industry is no surprise to anybody at this point. I’ve been speaking about it for four years now. Some providers have entered the MPS space, albeit with limited success.

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