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The Inbound Sales and Marketing Blog

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 initiatives including:

Why the Inside Sales Model Makes Sense For The Office Technology Industry

Every dealership wants to grow net-new business. However, using field sales reps as the sole source of prospecting leads to inconsistent results. That’s why most technology companies outside the office equipment industry have inside sales teams with Sales Development Reps (SDR’s) focused exclusively on developing new business opportunities.

As we’ve been coaching and equipping inside sales teams with the latest automated prospecting strategies combined with monitoring market triggers, I’ve become more and more convinced that inside sales team are an effective strategy  for dealers who want to grow new business. Here’s why:

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 great players they are set up to have a good season. If they fail to recruit great players they are a in a lot of trouble. (With condolences to my friends who are Arkansas, Tennessee, or Nebraska fans this season!)

What can we learn from college football to help us recruit better reps? Here are a few ideas.

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 of a decision maker? Talk about something interesting to them.

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 people have been burned at one point because they have made a bad buying decision.  This is especially true in the area of technology where many promises are made but the actual results end up not delivering.  As a result, today’s buyer is very skeptical.

How do you earn trust in this skeptical environment?  

Getting More At-Bats: The New Way To More Buyer's Short Lists

Today as the Arkansas Razorbacks get ready to play in the College World Series there is one thing I know for sure: the more at bats they get, the higher chance they will get on base and score runs.  

Whether you are a business owner, sales manager, or sales rep, you need to be involved in as many deals as possible if you want to hit your goals. In sales, you want to make the short list of vendors under consideration. If you make that list, at least you have an “at bat.”

Here’s the challenge: the way buyers make their short list of potential vendors has changed. If you don’t recognize this, you will miss out on many opportunities for net-new businesses.

Today's Buyer: What Can You Do?

Last month’s blog Today’s Buyer: What Are They Thinking?, looked at the mindset of someone making a relatively calculated thinking.  To summarize, there were 3 progressive thoughts behind a decision:

  • Thought 1: I have a problem to solve or an opportunity to take advantage of.  
  • Thought 2 (days or weeks later): I need to start to think about taking action.  
  • Thought 3 (Days or weeks later): I need to take action

Given this thought process, what can you do at each step to ensure you have the opportunity to help those that you can help?

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?

Three Strategies To Grow Copier Sales In a Competitive Market [webinar replay]

Discover practical tactics you can put to work right away to grow your business.

To increase your earnings, you need to grow sales. In this 35 minute webinar replay, we’ll share new strategies you can use to grow your hardware sales. 

Three Managed IT Speed Bumps That May Slow Down Your Dealership's Success

Most of the copier dealers we serve either have Managed IT Services offerings or are planning to add this to their business. However, in many cases, the growth hasn't accelerated as quickly as they'd planned. And even if the growth has been good, who doesn't want more revenue?

I believe there are three overlooked areas that may be slowing your Managed IT Services growth. These aren't the only speed bumps. However, if you make sure these impediments get removed, you'll create a much smoother road as you ramp up your revenue.