New to Copier Sales: How to Sell in the Land of Technology Run Amok

In the years I’ve been writing on The Imaging Channel, we’ve seen the rise and fall of managed print services.  We’ve witnessed the assimilation of dozens, if not hundreds, of small dealers into megalithic, demigod resellers. The move into managed IT, water delivery, EV charging stations, and a brief flirtation with 3D printing.  We’ve tasted the thrill of victory and experienced the agony of defeat.

Here we are once again.

"From ‘New Selling’ to Now: 2008 Blueprint Reimagined for the 2025 Copier Market"

By Celeste Dame

Prolog

Back in February 2008, Greg wrote a piece called "The New SalesPerson - Acumen". 

When I first read it, I knew it was more than another sales article. It was a call to reset how selling should feel and function. Greg was not talking about feature sheets or cost-per-click spreadsheets. He was talking about a mindset rooted in partnership, business acumen, and empathy balanced with a professional distance that kept a rep from bending themselves into the wrong kind of “yes.”

I kept that article the way you keep a compass. 

When the Inbox Fails, the Door Still Opens for Copier Reps

In a sales world flooded with automation and Ai, knocking on a door is no throwback. It is the most direct way left to cut through the noise and get remembered.

Art Post nailed it. His blog, When Emails Bounce and Calls Go Cold — Knock on the Door, isn’t nostalgia for a lost era of selling. It is a blunt reminder for anyone who thinks the road to quota is paved entirely in clicks, Ai-generated sequences, and automated drip campaigns. The man laced up, walked into an electrical company cold, left with a real conversation, then strolled into a law office and uncovered a lease expiration that email would have never surfaced. Two walk-ins. Two live opportunities.

That’s not “back in my day.” That’s how you win right now.

Celeste "The Last Copier Sales Trainer You'll Ever Need"

You’ve Been Lied To

Sales “training” in our industry?

Mostly useless.

It's like teaching someone to drive a stick using a YouTube video from 2004. Sure, it technically shows you what to do. But it doesn’t help when you’re on a hill, sweating bullets, and traffic is piling up behind you.

Let’s talk about the lies you’ve been sold:

📢 The Copier Is Dead. Long Live the Android.

- By Celeste

Somewhere, an MFP sits idle. Dusty. Forgotten. Printed 14 pages last month, one of them a Costco coupon.

Meanwhile, a humanoid robot is onboarding new hires, delivering toner, and answering service questions in fluent Ai.

We’ve reached the crossover moment.

Crickets and Quasi Robotics Forge Strategic Partnership to Bring Robots to the Channel, and the Channel to Robots

FOR IMMEDIATE RELEASE 

Crickets and Quasi Robotics Forge Strategic Partnership to Bring Robots to the Channel, and the Channel to Robots 

United States of America, July 17, 2025 — 

Crickets, a coalition of industry veterans dedicated to advancing next-generation technology in the copier and IT dealer space, today announced a formal agreement with Quasi Robotics, appointing Cricket as an office agent to accelerate Quasi’s U.S. channel expansion. This partnership marks a milestone: not only bringing Quasi’s innovative robots into the dealer channel but also bringing the dealer channel into the fast-emerging robotics market. Bringing Robots to the Channel Under the agreement, Cricket will introduce, onboard, and support qualified copier and IT dealers, giving them access to Quasi’s lineup of service and automation robots. 

New to Copier Sales: When the LLM Writes With You, Not for You

July 24, 2025 Greg Walters

No matter what you’re hearing, whatever the self-appointed “AI expert du jour” says, the large language model (LLM) doesn’t replace you or your voice. It tunes, sharpens and removes the junk. It helps fill in the blanks. It is a writing partner that doesn’t interrupt, doesn’t forget what you said yesterday, and never asks you to deliver toner on a Saturday.