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The Inbound Sales and Marketing Blog

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?

[Webinar Replay] Three Strategies To Grow Copier Sales In a Competitive Market

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. 

It’s Time To Face The Dial Tone - Cold Calling Doesn’t Work Anymore

Ok, that might not be entirely true. But it’s so true it might as well be.

Don’t believe me?

InsideView previously held a survey in an attempt to end the debate - is this the death of cold calling? The answers aren’t surprising to me as a millennial - according to the study, more than 90% of decision makers claimed they “never” responded to a cold call.

If you’ve read my previous posts, this isn’t a surprise -- I hate the phone. It’s true - I’ve written about cold calling before (and ignored four calls from numbers I don’t recognize today alone). My last post about phone calls - Call Me Maybe? Actually Please Don’t - detailed an undeniable personal fact : I literally will not answer my phone if I don’t know your number.

It’s easy to shrug that off, though, isn’t it? I’m one mid to late twenty something, surely I don’t speak for everyone, right?

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 the book, Stop Selling and Start Leading.

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 great service.

How do you differentiate in this marketplace? You need to resonate!

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 Board's research that buyers are over 70% of the way through their decision making process before engaging a vendor or sales rep.

Do You Need a Website Redesign?

Does your current website serve your business’ needs? A good website needs to be functional and reliable, but a great website is meaningful and convenient for users.

Without a great user experience, you may be missing out on great opportunity to delight your website visitors.

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. "Is it worth my time and investment?"

Why You Need More Than Great Customer Service To Win Copier Deals

Originally published by Darrell Amy on LinkedIn Pulse. 
As I talk to dealers around the world I keep hearing frustration that there isn’t more customer loyalty. While our equipment and solutions get more sophisticated, the actual purchase gets more commoditized. There’s too much “me too” and not enough value driving gross profit. This leads to “buying-the-business” deals, frustrated sales reps, and dealerships with thin profits. In all of this, the client misses the opportunity to maximize their return on their technology investment.