{% set baseFontFamily = "Open Sans" %} /* Add the font family you wish to use. You may need to import it above. */

{% set headerFontFamily = "Open Sans" %} /* This affects only headers on the site. Add the font family you wish to use. You may need to import it above. */

{% set textColor = "#565656" %} /* This sets the universal color of dark text on the site */

{% set pageCenter = "1200px" %} /* This sets the width of the website */

{% set headerType = "fixed" %} /* To make this a fixed header, change the value to "fixed" - otherwise, set it to "static" */

{% set lightGreyColor = "#f7f7f7" %} /* This affects all grey background sections */

{% set baseFontWeight = "normal" %} /* More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set headerFontWeight = "lighter" %} /* For Headers; More than likely, you will use one of these values (higher = bolder): 300, 400, 700, 900 */

{% set buttonRadius = '0' %} /* "0" for square edges, "10px" for rounded edges, "40px" for pill shape; This will change all buttons */

After you have updated your stylesheet, make sure you turn this module off

The Inbound Sales and Marketing Blog

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 territory as a sales rep, you need to execute consistently. You can have a great vision, amazing products, and all kinds of great intentions. But the marketplace only rewards ideas that get implemented.

Execution needs to happen in the three core areas of your business that touch your clients and prospects. Let’s consider each of these in turn.

Fill the Sales Funnel: Capitalizing on Sales and Marketing Trends in 2019

There are only two types of prospects: those who are looking for your products and services, and those who aren’t. If you want to grow sales in 2019, you’ll need to find ways to connect with both groups:

  • Prospects who are actively looking for solutions to their problems need to be able to find your dealership online.
  • Prospects who aren’t actively looking for a solution need to be strategically interrupted by your sales team.

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 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 proposition for a copier or printer is fairly simple.

The trust you have for office equipment may not immediately translate into these new business areas.  Just because you have serviced someone’s copiers for 20 years doesn’t mean they will trust you with their network support or workflow software.

At the same time, the value propositions for these new areas is more complex than a value proposition for a copier.  Your clients understand what they are buying when they buy a copier (for the most part...) but they may not understand the full value proposition of a cloud-based document management system or a managed network security package.  

These 2 Simple Steps To Connect Your Message to the Right People

One of the culprits of slower-than-they-could be sales is ignoring the many opportunities of social media. Every day, there’s an audience of millions consuming thoughts and ideas that help them choose products or get their jobs done more effectively.

This is an audience you can and should tap into. I’m going to focus on two simple steps you can take to leverage your sales reps’ LinkedIn connection. We’ve found that sales reps have an average of 500 Linkedin connections. So, if you have 10 reps, you have an audience of 5,000.

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.

Marketing Isn't a Brochure or Leave-Behind

True confession – I used to think marketing was a load of BS.

Yep, before I got into content and inbound marketing, I was an editor. Marketing to me was an endless barrage of crappy email pitches and product press releases.

My job as an editor was to separate the wheat from the chaff to educate my readers. Oddly enough, that's almost exactly what I do now when creating content for clients – with the additional goal of also driving the audience to take an action.

I saw more than my share of bad marketing, brochure-ware websites and other marketing “strategies” focused on the glory of the vendor.

We still see too much of that for copier dealers and managed IT provider sites. No one cares about you. They care about how you can help them solve their business problems.

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 opportunities that could help you grow your dealership’s revenue and profits.

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?

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.