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Solutions Selling
5 Reasons Why I Bought Your MPS Program
Why did I buy a MPS program?
According to the Photizo Group, the new primary buyer of managed print services (MPS) is IT for approximately 60 percent of all transactions. I just happen to have the perspective of being a former customer who launched a MPS program within his company in 2001, working for a dealer [...]
Taken For Granted?
The tag line caught my attention at the rental store, “They took his daughter. He’ll take their lives.” But so often, the obvious statement of what this movie will deliver eludes our approach to build relationships with our clients.
Selling to the Economy
You can’t turn around without a co-worker, the President, or some media outlet telling you about how bad the economy is, or that it is getting worse. So how do you sell in an economy like this? There are three ways you can act to help yourself survive and prosper in the future.
The Owner and the Manager: A Lesson in Perspective.
Can you afford to tell your clients that they are a burden to you? Are you clients a burden to you?
To Confirm or Not Confirm: That Is The Question?
Do you call to confirm your sales appointment? Max Rosenthal dives deeper into the common excuses sales people throw at you.
Photizo Group Sponsoring New MPS Leadership Awards to Recognize MPS Excellence
For the first time, outstanding MPS innovators will be formally honored with new awards dedicated to excellence in Managed Print Services (MPS).
Who Are They Calling On?
At a recent sales manager executive training meeting, I asked the question, “Are your reps calling on the executive level decision maker?” The hands ceremoniously shot up in compliance. I then rhetorically asked, “Who do you think you are fooling?”
Is Your Product Like a Cold Cup of the Corporate Coffee?
It’s Monday morning and you are rounding out your morning routine by getting into the office, powering up the ole’ laptop, and deciding by royal proclamation, “It’s time for coffee.”
Review What You Do
It happens all the time, that we do the same thing over and over, never once thinking about how we could improve the process to streamline it and make it more accurate. Don’t fall victim to this trap, and take a minute to consider what you do everyday. You might be surprised, as I was, that the most obvious and common things you do on a daily basis are the ones you can improve the most.
7 Lessons a Business Could Learn from a GPS.
I just picked up a Magellan RoadMate 1400. Find out 7 lessons a business could learn from my new GPS.
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