Your World: Do I need to Draw you a Picture?

Tell me again, what do you sell?

My Dad still buys a newspaper.

When HP loses PSG, really, it won't be that bad.

Manged print Services, the Economy and Layoffs.  Do you see it?

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DOTC - How to Manager Your Manager

2011

What is the primary function of a Sales Manager?

Let's say you're selling copiers - no big stretch there.

Your company/dealer/branch conducts Monday morning group meetings followed by individual, one on one, 'Sales funnel' sessions.

Consider the following:

Scenario 1 - New Sales Rep

Your company-owned, CRM has to be updated, all the stages of the cycles illustrated and filled.

Your funnel covers 150% of your quota - all target accounts diagrammed, bases covered, red flags seen.    Number of appointments, number of cold calls, demos, etc. etc., etc.

All normal and ordinary. You're ready and prepared for that meeting with your Sales Manager.

Scenario 2 - Old-Salt

Same company, same meeting.

You've been moving copiers since 1980 and remember selling machines on real cold calls; face to face, demo in the lobby, one appointment close.

All your prospects' and clients' business cards are at your fingertips. You've worked with more sales managers than you can remember.

Your Monday morning routine includes reminding the Sales Manager why you're still there, how much gear you've landed over the past decade and how many more are coming down in the next 30 days.  You present this verbally because you don't get paid to play with spreadsheets and computers.

EMBED-Horrible Bosses: Trailer - Watch more free videos

Unfortunately, this Monday is different.

Today, senior management is in on the meeting to introduce the new manager.  Today, you get to meet the new guy, your new manager.

So you're both in the same spot. Now what?

Listen to the introductions, nod your head, play their game, and become part of their agenda.

Is that really what you want to do? 

Does your manager hold dominion over you? Really?

How about you try to help him define his role in supporting you?

How about you show him he works for you?

What, do you think that can't be done?



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TheDeathOfThe PC: A Call to the Channels Transform Now

My Rover, Grass Valley Fire, 2007

It isn't that we are not familiar with tough business decisions.  We all know somebody who has been a victim of such acts.

HP's announced decision to let die WebOS and TouchPad - a product that lived just 49 days - in and of itself is stupendous.

Spinning off their PCs may seem surprising unless you once sold IBM ThinkPads and remember selling IBM printers.

Go back to IBM, heck go back to the Mopier, the HP9065, and Edgeline; is it really a surprise that after investing a billion, shifting leadership, HP drops and adds?

There is more, much more here, and it is not all Dark.

"...Kindles and Schmindles..." Print...is...Dead...

Buggy whips, that's all I'm sayin...

911 - Never Forget

iPhone 5 - Better Than R2D2 ? "Help me Oki Wan, You're my only Hope..."

Paper?  What paper?

Jus sayin..

The Imaging of Greg - "MPS Summit: What a Difference Three Years Make"

"Yup, I was in Vegas at the “Recharger show.”


Well, technically, I attended the 2011 Managed Print Summit, which to me, seemed even more out of place, until I looked at the scheduled presenters: Ed Crowley, Robert Newry, Mike Stramaglio, Jim Lyons and Greg VanDeWalker – all MpS regulars, each in the ecosystem from early on if not the very beginning.


And there were more. Jim D’Emidio, Ed McLaughlin, Mark Mathews and Jim Phillips – old-skool hardware and infrastructure dudes who each see the impact of MpS.


And the new guys? How about Brendan Peters from Intel, Tim Grimes from Research in Motion or Gordon Jones from Green Hills Software? Googlitize them if you don’t know who they are. For now, let’s just say wireless, intelligent devices and security software. Yeah, at an MpSummit, the day before the large toner cartridge show. Who woulda thunk?..."

Read the rest at The Imaging Channel



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