The Selling Professional of Today

"What do you want out of life, kid?”

I remember the first time somebody asked me that question. I hesitated, a 20-something kid, trying to figure my answer and this guy’s angle. In the end, I stammered out an incoherent response; he was recruiting for A.L. Williams.

“More money.”

His answer to me was the best, “I’ll tell you what you want out of life in one word: More."

More work, love, sex, money, cars, kids, toys. More time.

More. Makes sense, in a 1980s kind of way, doesn’t it?

Let me ask you this: What do you want out of the imaging niche? More sales, more contracts, device, software, services sales, MPS, or managed services? More clicks?

Or just More?

Unlike the sustainable and always-growing pool of life insurance prospects...

Read the rest, here.

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Don't Believe the Analysts, Articles or OEMs: Paper Is Not Relevant

3/16/2016

There once was a clever advertisement floating around stressing the futility of going totally paperless. The example was a world without toilet paper.   When the pro-paperless character requests toilet paper, his partner slides a tablet under the door showing a picture of a toilet paper roll.

Cute.

My response to the metaphor is a bidet; no paper is required.

The fight for paper has been raging since 2007 - around the same time, managed print services started going mainstream. Over the last few months, amid the news of Lexmark selling, Xerox diverging, HP splitting, paper plant closures, and the massive consolidation of the dealer channel, it's odd to see more blogs and articles with titles like:

"Print Lives"
"Paperless office remains a pipe dream for many"
"Why paper still rules the enterprise"

Article based on information from as far back as 2009, the year before the iPad.  Oddly enough, manufacturers of devices that scratch marks on paper, fund these studies.  That's right, the people yelling "paper matters" and "the death of print has been greatly exaggerated" are the same folks profiting off the sale of copiers and printers. Huh.

Surveys sponsored by print OEMs are receiving press coverage like:

"According to a new, independent survey of over 3,600 European employees commissioned by Epson Europe, 64% indicated they’d prefer to read reports and brochures on printed paper, citing the ability to ‘share/handout’ (53%), ‘read’ (44%) and ‘edit/annotate’ (41%) as key factors."

-IDM,  January 29, 2015

How can a study "commissioned" by one of the largest printer concerns on the planet be promoted as 'independent'?

Does one need to draw you a picture?

Everything from green printing, security, and print big data, to mobile print, is getting a spike of media attention - artificial buzz created by well-funded marketing departments.

My response to all this "paper is still relevant" talk is Bravo Sierra. Poppycock.  Horsefeathers.  Bollocks.

Bullshit.

I'm saying this to the copier sales folks, the managed print services practice managers and salespeople, the toner crews, and everyone in the trenches - listen deeply to the noise, do not ignore the propaganda, and analyze the content with a dubious eye.

Remember, your prospects DO NOT READ THESE ARTICLES.  Unfortunately, ownership and sales management are consuming this tripe like it's 1999.

Nod your head when these reports are regurgitated during your Friday evening sales meeting and smile whenever one of your colleagues exclaims with glee, "Print isn't dead."

Clients don't want to be tethered to a copier, chained to a printer, or slave to toner cartridges.

"And in your heart, you know I'm right."

The dirty little secret?

Our OEMs knew this back in 2007 and have been concocting it ever since.  Progressive manufacturers are reducing sales acquisition costs with a virtual channel; take a look at HP Instant Ink. 

Considering most of the buying process is completed without a sales relationship, and today's machines rarely require service, how relevant is a local dealership?

Now is the time to side with your prospects - sure, sell the shortsighted ones a copier or two - but keep your eye on the horizon.  Dive into all the training you can and develop your personal brand.

The wave is coming, be ready to jump.

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WebJet Admin, SCCM, LanDesk - See Everything with ATLAS

As business entities, we've developed separation of duties establishing the highest level of functional efficiency possible. We specialize by purpose: Accounting, Selling, Support, Production are separate yet interlaced.

This model works. The stronger our separate functions perform the better for the organization.

Unfortunately, this strength turns into a weakness.

"ATLAS saves us hours of valuable time every week locating and tracking vehicles in our dealership..."

Amy Westlake, Office Manager

Silo’s of data evolve into formidable barriers of communications. For those of us tasked with managing the ever expanding landscape of IT assets, collecting the necessary data from all our tools can be time consuming and vulnerable to human error.

Wouldn’t it be grand if you could cross-reference databases within your organization, distilling raw data into actionable information on a single pane?

Today, you can.

Introducing ATLAS - One-Touch Asset Management. ATLAS delivers YOUR data, from multiple sources, the way you wish to see it.

The concept is simple. The deliverable is simple. The method behind the glass, sophisticated.

Join us for a brief discussion around this easy-to-use yet powerful tool designed to work with your existing tools.

Our next webinar is, March 24th.

Click here for a schedule of events.

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