Take This Guy’s Advice: Quit

RTO: Because innovation's easier when you're watching the clock

By Greg Walters, October 15,2024

​The never-ending RTO saga has another star player: Amazon. That’s right, they’re telling you to pack up your desk plant and march back to the cube farm.

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Recently, AWS CEO Matt Garman, during an all-hands meeting, claimed, “Nine out of ten employees I’ve talked to support our new in-office policy, which kicks in January.” Reuters reviewed the transcript, so we know this isn’t satire, but is he on drugs?

New to Copier Sales: You Are the Marketer

In your world of selling copiers, you’re not just a salesperson—you are your own marketing department. Your dealership HAS a dedicated marketing team or is working with an external firm, yet the responsibility of how you present yourself and your brand falls on your worthy shoulders. 

Insights from "Ask Us Anything XXXVI" to Thrive in an Evolving Industry

Copier Salesperson - Office Technology Sales - IT Sales

If you're just stepping into this role, you're in for an exciting journey. Sure, copiers might not sound like the sexiest product, but when you dig into the dynamics of the market and add in the potential of AI, you’ll see why this industry is poised for some serious evolution. Here’s a story that might resonate with you and give you some insights into how to make a mark in your new role.

The Game Has Changed: AI Tools Aren't Just Fancy Gadgets

Art and Greg are two experienced hands in this space, and they’ve been around long enough to see how technology really changes the game. At a recent meeting, they talked about a tool called Fireflies—an AI that automatically records and transcribes meeting notes. This might sound minor, but think about how much time you can save if you’re not scribbling down everything during a meeting. More time for focusing on the conversation, building rapport, and getting to the real meat of the client's needs. It’s about leveraging every tool at your disposal to be the most effective version of yourself.

The same goes for Google’s notebook tool—keeping your thoughts organized is a huge win when you're juggling multiple prospects. It’s the first step in using AI to boost your efficiency and focus more on closing deals than on administrative tasks.

Off-Lease MFPs: Where Are We Going?

Now, you’re going to hear a lot about the off-lease multi-function printer (MFP) market, and it’s a bit of a battleground right now. The big news recently is Xerox buying IT Savvy for $400 million. It’s a signal that these companies are not just about selling machines anymore—they’re getting into IT services, which is where you, as a new rep, need to pay attention. More than ever, it’s about offering a complete solution, not just hardware. This is where you can differentiate yourself.

Customers are also getting more environmentally conscious. Recycling rates for MFPs are on the rise, from 5% a few years ago to 25% today, with a forecast of reaching 50-60% in the next few years. People want sustainable options. When you talk to a prospect, mentioning the sustainability aspects and the future of recycling could give you an edge, especially with clients who have corporate sustainability goals. Plus, knowing the ins and outs of these changing dynamics shows that you’re not just selling—you’re a consultant who’s paying attention to the industry’s pulse.

AI: Your Secret Weapon in Sales