The Ugly Truth: Selling is not an Artform - It's an Algorithm

"Selling is an Art" is A Lie.

In the world of sales, there's a pervasive narrative that "Selling is an Art." This perspective is often championed by sales management and trainers, painting a romanticized picture of the sales profession. But why is this narrative so prevalent, and what purpose does it serve?

At its core, the idea of selling as an art form is a motivational tool. By elevating the act of selling to the status of artistry, sales management and trainers aim to instill a sense of pride, purpose, and self-worth in salespeople. The underlying message was clear: you're not just pushing a product or service; you're crafting a masterpiece, engaging in a dance of persuasion, and creating a unique experience for the customer.

However, there's a darker side to the story, there always is. 

Framing selling as an art, is suggests that you possess a unique, almost mystical skill set that sets you apart from others. This leads to your inflated sense of self-importance, making you believe you hold a special place in the corporate hierarchy and the sales realm. In reality, you are a victim of a strategic move to keep you motivated, driven, and, most importantly, loyal to the company.

AI Will Replace Millions of Sales Professionals: "Anyone Telling You Different, Is Selling Something"*

Sidebar: AI will first eliminate Purchasing Agents.

Greg's Words:

One day, much sooner than you can imagine, your past prospects will incorporate an AI Agent to help them, "...optimize their existing business processes and workflows..."

One day, much sooner than you can imagine, your past prospects will build their own "...trusted advisor..."

One day, much sooner than you can imagine, your prospects will revel in experiencing sales without ever speaking to or meeting with You.

One day, much sooner than you can imagine, organizations that build technology solutions, hardware, software, consulting and advisory services will incorporate an AI Agent to communicate and manage, "...the customer experience and selling journey..."

One day, much sooner than you can imagine, providers of IT and Office Technology will have a team of AI Selling Professionals who work 24/7, never get sick, never get emotional, and exceed quota, every single month.  

Over time, quotas will go the way of the typewriter.

Opinion Piece: Toshiba's Private Turnaround - A Desperate Lifeline or a Calculated Strategy?

In the ever-evolving world of business, companies rise and fall, adapt or perish. Toshiba's recent decision to go private, backed by a whopping $13.5 billion deal, has sent ripples across the industry. But is this a strategic move or a last-ditch effort to salvage the sinking ship?

"Toshiba said Thursday that a $13.5 billion tender offer to take the company private ended successfully," reports the Wall Street Journal. On the surface, this might seem like a triumphant moment, a new chapter for the Japanese conglomerate. But delve deeper, and the waters are murkier.

"...major step toward a new future with a new shareholder..."

Toshiba's recent history is a testament to its struggles. An accounting scandal in 2015, the bankruptcy of its U.S. nuclear subsidiary, Westinghouse Electric, in 2017, and increasing pressure from overseas investors have all contributed to its tumultuous journey. As ABC News aptly puts it, "A leading brand behind rice cookers, TVs, laptops and other products once symbolic of Japan’s technological prowess, Toshiba had billed the takeover led by the consortium of Japanese banks and major companies, known as Japan Industrial Partners, as its last chance for a turnaround."

Born to Run the Digital Highway: Springsteen's Musical Shifts Reflect Our Office Tech Evolution

Darkness was my first album.  I bought it thinking it contained the song "Born to Run".    I was wrong and it was so very right. 

Today it Bruce's birthday.  He turns 74.

I've listened to him since 1978.

Darkness on the Edge of Town, to a kid living just outside Detroit, witness to the fall of the big V8 and the rise the Japanese automotive industry.

Jimmy Carter, Oil Embargo, and the "Great Blizzard of '78".  Yeah, there were blizzards back then and we didn't have ABS, or all wheel drive and somehow we made it out alive.

Regardless, time changes everything especially the view.

Bruce is 74.  His political beliefs are typically skewed left, because of the entertainment commands it so.

It doesn't matter. 

Travel with me and Wendy as she bemoans the parallel paths of Office Technology and Bruce Springsteen from 1978 to today.

_________

In the dimly lit corner of a New York bar, Wendy sat, a glass of whiskey in hand, reflecting on the ever-evolving world of music and technology. The raspy voice of Bruce Springsteen echoed in the background, singing tales of blue-collar struggles and the American dream. 

Wendy, always one to appreciate the art of storytelling, couldn't help but draw parallels between Springsteen's musical journey and the technological transformation of the modern office.

Crossroads: The Future of Managed Print Services

The Managed Print Services (MPS) industry is at a pivotal moment, facing the need to evolve from a hardware-centric model to a more holistic, software-driven approach. A recent article from The Office Tech Tap delves into this transformation. 

Companies like MyQ are pioneering this shift, offering cloud-based platforms that integrate with existing IT infrastructures. The industry is also grappling with a disconnect between IT decision-makers and office workers regarding the future of print. 

MyQ’s Digital Workplace Assistant is a shining example of this evolution, going beyond mere printing to offer advanced scanning workflows and secure cloud-based document storage. Adding another layer to this complex landscape is the growing emphasis on sustainability. 

The choices made by the MPS industry today will undoubtedly shape its future. Will it hold onto its hardware-centric past or embrace a software-driven future? The article offers valuable insights into these pressing questions.

Deep dive, here.

New to Copier Sales: Your Future in This Industry

Copier Sales: Where Destiny Prints Your Success Story

In my more than three-decades-long odyssey through the world of office technology — from the copier to Novell servers, from sleek tablets to behemoth mainframes — I’ve rubbed shoulders with presidents, mingled with the C-suite, and tipped a few bourbons with dealer/owners. Yet, in this crazy mix of personalities and titles, I have never encountered a single soul who woke up one day and said, “I want to sell copiers for the rest of my life.” 

Yet here we are, an industry of resilience and problem solvers.

I wonder, how is this possible? For the newly minted copier rep, what can you expect from the niche as you progress along your personal selling journey?

Inside Toshiba's Historic Shift: The $13.5 Billion Private Turnaround Journey

From Tech Titan to Private Pioneer: Toshiba's Bold New Blueprint

In a significant move that marks the end of an era for one of Japan's most iconic conglomerates, Toshiba Corp. shareholders have given the green light to a $13.5 billion deal that will see the company go private. This decision brings to a close years of uncertainty and turmoil for the Japanese industrial giant.

A consortium led by Tokyo-based private-equity firm Japan Industrial Partners (JIP) spearheaded the successful tender offer. With nearly 80% of shareholders in agreement, the deal underscores the broad support for Toshiba's new direction. The company, which has been a staple on the Tokyo Stock Exchange for over seven decades, is expected to delist in the coming weeks, with a purchase price set at 4,620 yen ($31) per share.

The journey to this pivotal moment has been fraught with challenges. Toshiba's recent history is marred by a series of setbacks, including a sprawling accounting scandal in 2015 that shook investor confidence. The company's U.S. nuclear subsidiary, Westinghouse Electric, filed for bankruptcy in 2017, adding to its woes. These events, coupled with increasing pressure from overseas investors, made privatization an attractive option for the conglomerate.