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{% 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 */

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

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

The Inbound Sales and Marketing Blog

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:

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.

LinkedIn-How To Become an Administrator on Your Dealership's Company Page

Originally posted on June 30, 2015. Updated to reflect changes in LinkedIn navigation.

As a dealer principal you need to have administrative access to your dealership's social media accounts. Follow is how to get access to administer your LinkedIn page.

Google Plus-How To Become an Administrator on Your Dealership's Company Page

Originally posted on June 30, 2015. Updated to reflect changes in Google+ navigation.

Recently I wrote an article on why dealer principals need to have administrative access to their company social media pages. This blog post explains how to access your company Google+/Google My Business page.

Google+ is honestly a bit more - and when I say a bit

… I mean a lot more - of a headache to manage on the backend. The first thing to understand is that only the ‘Owner’ (Google’s term for Admin) can add a new ‘Manager’ to the page.

Facebook-How To Become an Administrator on Your Dealership's Company Page

Originally posted on June 30, 2015. Updated to reflect changes in Facebook navigation.

Dealer principals need to have administrative access to their company social media accounts. This article explains how to get administrative rights to Facebook.

Twitter-How To Become an Administrator on Your Dealership's Twitter Account

Originally posted on June 30, 2015. Updated to reflect changes in Twitter navigation.

In a recent article to dealer principals I explained why it is critical that they have access to the company's social media pages. This post explains how to get access to your company Twitter page.

Twitter is  the easiest and most straightforward of the four social platforms to manage when it comes to who can and can’t access the profile.

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.