Reality Check - CIOs and IT Don't Like You

Posted by on Friday, May 6, 2011

In planning for an upcoming event where I am speaking to a group of owners, I have been engaging in several discussions with CIOs, IT decision makers (Professional IT Buyers) and doing a lot of research on their likes and dislikes about Sales and Marketing approaches.  I was overwhelmed with some rants and stories, but also with some practical solutions and things for sales professionals to think about. We have some work to do, as the “what doesn’t work” list was 20x larger than the “what works” list.

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Understanding the CFO

Posted by Tom Callinan on Monday, May 2, 2011

Many of you want to speak to the “C” level so you had better know what they think about.  In a recent issue of CFO Magazine (yes, I read that too…..holdover from my time in CFO role) poll results detailed the top five concerns of CFOs.  There are actually eight due to ties.  Who ever said CFOs could count!

#1       Ability to maintain margins
#2       Ability to forecast results
           Cost of healthcare
       &

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2011 State of Outsourcing

Posted by Tom Callinan on Wednesday, April 27, 2011

I am using the title from the article in the April 25, 2011 issue of Information Week, one of my favorite IT magazines, and I am going to borrow literally from the information contained in that article.  If you are in the MPS or MS space I strongly recommend you get yourself a subscription to Information Week.  It’s free to qualified requests—that would be you—and it has good content.

You are trying to sell managed print services (MPS) or managed services (MS) so you probably want to know what the CIO thinks about outsourcing, correct?  Let’s cover some key parts of t

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TGI Transforms Itself into an MPS Provider

Posted by Guest Blogger on Wednesday, April 27, 2011

By Scott Cullen

If Frank Grasso, CEO of TGI Office Automation, could turn back the clock, he’d have hopped on that managed print services train sooner rather than later.

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Consultants: How Do You Afford the Support

Posted by Tom Callinan on Monday, April 25, 2011

When speaking at shows to dealer principals I am often asked about our fee structure. At the end of the explanation I frequently hear “You are expensive.” None of our clients—the dealers that actually pay us—feel this way, and I certainly don’t feel like the service of the SD team are expensive.

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Questionable Behavior

Posted by on Saturday, March 12, 2011

Who was it that had that saying about life being about just showing up? Oh yeah, Woody Allen.  Well, I want to put a qualifier on good old Woody’s saying. He wasn’t referring to sales calls and sales executives who show up without a plan on what questions to ask a prospect or customer and without the ability to pay attention and listen.

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

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Patience and Preparation are Negotiation Virtues

Posted by on Saturday, March 12, 2011

How many times have you heard:

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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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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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