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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Don’t Throw the Baby Out with the Bathwater

Posted by Gary Schwartz on Monday, March 5, 2012

Performance management has gone by many names over the years: ‘On Plan,’ ‘On a Letter,’ ‘Written-Up’, and the most morbid ‘Produce or Perish’ just to name a few. Performance management is one of the key elements of the sales management process. Unfortunately, most managers do only half the job. 

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Learning Curves: Northeast Photocopy Takes the High Road to Learning Better Ways to Sell MPS

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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Do You Run Your Company Like the Government?

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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Eci Acquires Digital Gateway: Good For The Industry?

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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A Detailed Look into ASI Business Solutions - A Success Story in MPS

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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Measuring Sales Performance

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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June's sd|webEd - our free monthly education webinar series

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:

Selling Services to the CFO

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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