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I absolutely love the personal relationship building aspect of sales. Based on building these personal business relationships, I discovered the secret power behind LinkedIn.   It’s the personal connection that makes the difference  ...
 
Today, I had to do some research on the new HP PageWide XL 8000 system.  For those of you that are not familiar with the HP PageWide XL 8000, plain and simply put,  it's a beast!  Able to print 30 "D" size full color pages in a minute!!...
 
I need to make a long story short, a few years ago there was a slug of a copier sales person/owner running around NJ selling equipment, doctoring leases, not returning equipment, not paying buy-outs on the equipment and who knows what else may...
 
It might seem as though journalists and analysts have been beating a dead horse with the information on healthcare's severe IT security struggles, but awareness is critical in the fight against modern cybercrime. This is especially true given the...
 
Copier prospecting without having contact information?  How can you locate an unknown email address? I believe the year was 1995. I had taken my first copier sales job working for a Lanier direct location. Sales was a pretty straightforward...
 
Major MPS Provider Reports 12 Million Stolen Pages!   Call da Cops Major MPS Provider Reports 12 Million Stolen Pages! Crime Scene Investigation: "This is the city. New York, New York, I work here...I'm a cop" It was Monday May 18th, another...
 
Email security has been a relatively major pain point for organizations across industries and sectors in the past few years, as this immensely popular communication medium tends to be an easy entry point for hackers and other threats. Unfortunately,...
 
Disneyland celebrates its 50th Anniversary.   I love Disneyland!!!       Toshiba Estudio 230 & Estudio 280...
 
I wrote a post last year, “People buy from People” We can expand on it to include, people buy from people they know like and trust which in turn can help them solve a business problem. I believe at the core of “People buy from...
 
Good afternoon Art. Had a quick question for you. One of my new reps had asked what information I could give for his review on cold calling tips, instruction, and helps. He is looking for help in running a better cold call in the field. HARVEG  ...
 
We all remember FAB right?    For those of you that don't the what the acronym stands for.   It's Feature, Advantage and Benefit.    Back in the eighties and nineties I can remember making a bullet list of all of the... (more)
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1988 has some great significance to me. As a raving Los Angeles Dodgers fan, I cringe knowing this was the last year they won the World Series. Kirk Gibson’s infamous homerun trot is a distant memory. More importantly, this was the year I...
 
Ah, net new business has been a hot topic with me in recent days.   Adding net new customers at the rate of three per month can add up quickly. Thirty six net new accounts per year can per a tremendous upside when the renewals come due, in... (more)
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I get it, we all need to drive net new business.  We can't survive by continually upgrading our base. Personally, I do a pretty good job with acquiring net new business.  A quick glance at my CRM will show that roughly 60% of follow ups and...
 
Recently I read an article centered on strategic questions most corporations can answer. When asked, senior level executives can recite with confidence their corporate: Vision Mission Purpose Plan Goals This got me thinking... how can this translate...
 
It's not too often that I get excited about a distributor, however, I'm really excited about National Azon!!!    For those of us that need to sell higher end hardware and solutions, many of us have incorporated wide format hardware and...
 
Today was a pretty exciting day for those of us in New Jersey that support Governor Chris Christie.    The Governor threw his into to the ring for his first Presidential run.  For those of you that are not familiar with Chris Christie,...
 
The average organization, regardless of size or industry, is under a greater threat of data breach than ever before, as digital risks continue to propagate and the defenses to avoid them lag. As a result, the frequency and subsequent damages...