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Find ideas to optimzie your marketing and sales enablement to grow your revenue.

Buyer’s Don’t Buy Products, They Buy Outcomes

What you sell and what your clients buy may be two very different things. We think we sell products and services. What our clients really buy is outcomes. Theodore Levitt, the father of modern marketing put it brilliantly: “People don’t buy drill bits, they buy...

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How To Make Your Message Appetizing in a Bland Market

Having grown up in Canada, I love maple syrup. I remember Saturday mornings at the sugar farm. Each spring right as the snow was beginning to melt we’d head out into a grove of maple trees.  Each tree had a spigot with a small bucket attached. Sweet sap would...

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Why You Probably Need a Marketing Automation System

With today’s decision makers and influencers scouring the web for information during the buying process, digital marketing has become an undeniably important partner in revenue generation. While I will always be the first to affirm that salespeople create, build, and...

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Sales Prospecting With a Positive Attitude

Consistent prospecting is essential for sales success. Without a steady stream of prospects, the funnel dries up. Then you end up taking desperation deals and flipping your base. Effective prospecting requires a positive attitude. The challenge is that if there is one...

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How To Get Net-New Business From Your Client Base

This week I enjoyed talking with a group of sales leaders as we prepared for a Value Alignment Workshop. When we asked the group of sales managers about the challenges they faced, the overwhelming response was, “We struggle with getting our reps to generate...

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The Importance of Looking Trustworthy

“People will accept the advice of insight sellers only to the extent that they trust them.” - Mike Schultz & John Doerr, Insight Selling Trust is a critical component to sales success. In their buyer research, the authors of Insight Selling learned what...

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Sales Discipline Equals Financial Freedom

“Although discipline demands control and asceticism, it actually results in freedom.” - Jocko Willink Jocko provides helpful insight for sales professionals and leaders in the final chapter of Extreme Ownership : Discipline Equals Freedom. If you want...

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Consistent Execution: The Secret To Revenue Growth

“Execution is the single greatest market differentiator. Great companies and successful individuals execute better than the competition.”- Brian P. Moran, The 12 Week Year If you want to be successful in growing a company as a business owner, or growing a...

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Flipping MIF Is Easy. Net-New Is Hard.

In the office technology industry I serve, we talk about Machines-in-Field (MIF). Every 3-5 years the leases on these machines expire or the machine wears out. Sales reps “flip the MIF” when they upgrade customers to new equipment. MIF-flipping plays a critical role....

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What’s In Your Net-New Business Playbook?

How consistent is your sales team at bringing in net-new business? Without a consistent stream of opportunities entering the top of the funnel, the end-of-month results will be disappointing. Instead of net-new, the revenue will be primarily be from flipping the MIF....

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Building an Effective Sales Culture

As the manager of a sales team what is the biggest thing you can do to drive success? The answer may be to build a culture of success. Why? You can only be physically present with the members of your team for a small amount of time. The culture you create is always...

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What is a Prospecting Sequence?

You need net-new business to hit your number. Net-new business requires appointments. When sales reps fail to consistently schedule appointments it shows up at the end of the month. What does it take to get appointments? Could there be a way that is more effective,...

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How To Make Prospecting a Priority in 2019

Of all the things your dealership could do in 2019 to grow sales, what could move the needle more than anything else? In the book Extreme Ownership, Jocko Willink tells a story that rings true in our industry. The CEO of a pharmaceutical company had all kinds of new...

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How To Recruit Great Players To Your Sales Team

As a VP of Sales or Sales Manager of a copier dealership, the number one driver of your success is recruiting a great sales team. If you don’t have great players, you’re going to struggle. A sales team is similar to a college football team. If the team recruits...

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Want More Appointments? The Trend Is Your Friend

Sales reps and marketing professionals struggle to get attention with decision makers when talking about copiers since these products are viewed as commodities. Yet if we don’t get the attention of decision makers we cannot sell anything. How do you get the attention...

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Position Your Dealership as a Team of Experts

Your prospects have a long list of business problems.  They also have many questions related to how technology could be used to solve these business problems. Most business leaders are open to getting help in solving their business problems.  However, most...

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Why You Need Case Studies

As you grow new business areas like Managed Services, Document Solutions, Production Print or Wide Format one of the most valuable tools you can have are case studies.  Let’s face it -- everyone knows and trusts you as a great provider of copiers. And, the value...

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Be Wary of Misleading Stats on Email Marketing

At a recent industry trade show, I saw some ridiculous statistics about the effectiveness of email marketing. Yes, email can be highly effective. However, done the wrong way, it can be destructive. How do you take advantage of email to get results without the risks?...

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Copier Dealer Websites: HubSpot or WordPress?

One question we frequently get asked by copier dealers and managed IT providers is, “Should we build our website on HubSpot or WordPress?”  At Convergo, we manage websites on a variety of platforms including WordPress, HubSpot, and Drupal. Like anything, there...

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Capitalizing on Convergence To Grow Your Dealership

If you want to grow your business, you need to look for areas of opportunity. These opportunities are typically found in areas of change. In our channel, we find change where things converge. Where you find convergence, you find opportunity. Here are three convergence...

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Credibility: Building Your Critical Sales Success Factor

Do you want net-new business? Your buyers must see you and your company as credible. When asked what behaviors a seller could exhibit that would increase the likelihood of meeting or buying, more than 1/3 of the responses were related to credibility as presented in...

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Does Your Dealership Resonate With Buyers?

As competitive dealer principals, sales leaders, and sales reps, we all want to win. But in our highly commoditized industry it can be hard for buyers to differentiate between products that seem to have the same features and dealerships that all promise to deliver...

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Why Your Website and Sales Collateral Fall Flat

Are you frustrated that you're not getting more from your website? After all, everyone keeps quoting the stats that 94% of B2B buyers begin their journey online. And, if you hang out with me for more than 10 minutes, you'll be reminded of the Corporate Executive...

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Will Content Marketing Be Around in 20 Years?

Hang around with me for any amount of time and you’ll hear about Buyer 2.0 and how buyers are on average 71% of the way through their buying process before contacting a vendor or sales rep. Why? Because when we have questions the fastest and most unbiased way to get...

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What Younger Customers Want From a Service Provider

The older I get, the faster time slips by. Sometimes I wake up and realize things have changed. That’s how I felt when I read that the average age of a network administrator is 36 years old. Let that sink in for a minute. That means over half of the network...

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Why Should a Successful Copier Dealer Care About Blogging?

Yesterday a successful copier dealer principal asked me an honest question: "Why should I care about blogging?" Traditional sales tactics are working well for him. The dealership is growing and sales reps are crushing quotas with tried-and-true prospecting techniques....

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Do People Buy Copiers Online?

Over the years one of the most common questions I get from copier dealer principals and sales reps is, "When do you think people will start buying copiers online?" My answer: "They already are and have been buying copiers online for years now." Really. Yes, but not...

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How To Use LinkedIn to Drive Sales Conversations

Originally published by Darrell Amy on LinkedIn Pulse. Since the dawn of time sales people have possessed one critical skill: they are able to drive conversations. As we step into the bold new world of social selling, nothing changes. Until you start a...

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Confessions of a Gen-X Decision Maker

This is a picture of the Tandy TRS-80, the first computer that showed up on a rolling cart in my elementary school when I was in fourth grade. This started a journey for me that led to buying a laptop in my first year as a sales person so I could use Act. The...

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Inbound Marketing – It Takes A Village

As more dealerships discover inbound marketing, they often jump to the benefits and overlook what has to be done to achieve those benefits. The concept of inbound is straightforward: providing useful information to your existing customers and potential buyers will...

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Growth Opportunities in the Growing Green Market

In preparing for a previous webinar on New Green Marketing Strategies with Jordan Darragh of PrintReleaf, I've uncovered some very interesting data about the market for green solutions. I'll have to admit that until yesterday, I...

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What Web Browsers Should Our Dealership Care About?

One of the challenges ever business faces when it comes to website design is taking advantage of the latest graphic innovations while also being compatible with older technology. Companies like Microsoft continue to release new versions of their browser while...

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