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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:

Google+ Is Dying. What Does that Mean for Your Business?


Come August 2019, Google+ for consumers won't be a thing. We all knew this day was coming. As Mike Elgan puts it in his article for FastCompany:

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:

The Easy Way to Get Reviews

Asking your clients for Google reviews can be difficult work! For most companies, it takes rewriting your process for seeking client feedback. For others, there's a reluctance to solicit your customers or open up an avenue for negative feedback. 

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?  

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.

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?

What IT Company Logos Should I Have On My Dealership's Website?

As you grow your dealership’s Managed IT Services business you need to look like a credible source of IT services. In our recent webinar (How To Position Your Dealership For Success In Managed IT Services) we talked about the importance of passing the IT grunt test. Simple put, if a cave man came to your website, they should get the sense that you provide IT service.