The fourth quarter is a great time to reflect on the past year and any gambles you or your business made. It’s important to take notice of anything negative and turn it around before you leap into 2019. There are several items to look at when assessing how you will enter the new year, but [...]
What came first, the chicken or the egg? Or what comes first sales or marketing? Both seem to be a hot ticket debate just waiting to happen. However, there is no reason it has to be this way because realistically the two should be working together for optimal company growth and success. With all the fuss [...]
A sales team is like a well-oiled machine. Its performance stays pretty steady, continuously pumping out closes and deals. However, if the oil runs out, the sales team and company overall will be left with dry unworkable leads that could take forever to close. Many things could cause a cog in the machine or allow [...]
Congratulations! You made the deal! You went through the entire grueling process and finally got that coveted signature and check. Now you can sit back, relax and watch the dollar signs increase on your commission. Wrong! Now the other work begins. You won them over and they purchased managed services, now it’s time to show [...]
Copier companies are not exempt to strategic plans and proper structuring when it comes to entering the MSP sphere. Just because the business has been steady for many years doesn’t mean it will continue to go that way. Especially once you start seeing that your sales team is just not selling. There are five main [...]
Copier companies are used to those daily paper jams they constantly find themselves dealing with. However, what happens when you’re experiencing a jam of a different kind… sales. Copy and print companies are experiencing an interesting shift in their business models. They are being given a unique opportunity to add managed services to their already [...]
Over the last decade in business, I’ve seen a lot of companies not understand what recurring revenue actually is. To many, recurring revenue is just having an automated billing software that generates an invoice every month and emails it to a client. I hate to say it, but having a software that automates your billing [...]
It’s hard not to make assumptions about the sales industry. If you were to ask a group of individuals to write down the first thing that comes to mind when you say the word “salesperson,” here are some of the things you’d get: greedy, pushy, talk too much, aggressive, money hungry, egotistical, annoying – and [...]
You know what people think of when they hear the word “Salesman?” Words like slimy used car salesman and annoying telemarketer would probably make the top of that list. Many salespeople are under the impression that if they vomit all of their products and services onto someone, that person will eventually find one or two [...]
Why is it that some salespeople consistently meet quota, while others struggle to book a meeting with a decision maker? Is it because they were born to sell? Are they master con artists? Is it just beginners luck? Actually, it’s none of the above. Sales is a tough gig, and because of this, successful salespeople [...]
