DOTC to Review books about Managed Print Services. Starting with Tab...

A collection of my fav's...and some not so fav...

Quote from a World Famous IKON Rep:

"I don't read, books..."

She said this out loud, during a Monday morning sales meeting.  I ain't kidding.

She was a very successful copier rep.

Over on LinkedIn, there is a nice little conversation going on around books. Books that exist, and books that do not exist - books about selling MpS. In my not so humble opinion, books aren't the answer.

On my desk, up there in the pic, are a few of the books I have read and collected over the years.  I had many, many more, but I lost them it what I loving call "the flood".

Let me first say this - there are more Poser authors, cloaked in mysterious garb, than one can point a stick at.  Most honestly believe what they are saying. Some even believe they are the first to utter such brilliance.

I find value in most, but in some, very little.

So here it is - DOTC will review "MPS: Managed Print Services" by Tad Edwards. Then we will look at "Designing a Document Strategy" by Kevin Craine and "Power Selling" written by Steven Power.

Honest reflections as seen from the trenches, from the Selling Professional, and from the MpS Practice Manager.

Hang on to your hats...

MpS & Selling: Are You a Hunter or A Farmer? Lions Prefer Farmers...

In the beginning you thought there was only one. But there were two.

At first, you thought you were smarter than both. But you were wrong.

They were simple animals, no scheme, no plans. Again, you were wrong.

Then you called down "The Devil" - he helped get one.  But was consumed by the other.

Tonight, the blood soaked field is afire.

Tonight, you're alone. Tonight, you're "going to sort it out."

Solutions Sales: The FireBox 500..."Do You Want it In Red or Blue?"

"I do not have time to be probed..." If I had a dime for every time some hottie told me that, I would have a dime...

Matt Jones, MpS'r and partaker of the DOTC way, posted this little ditty over on LinkedIn - he made it.

Check his stuff out.

One of the greatest sales managers I have ever known, from IKON no less, once told me, "...sometimes we simply over complicate all this...we're selling copiers here, not the SpaceShuttle..."

Sometimes, you gotta just quote the box.






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