Let's translate this for all of you sales reps... Get off your Tuches (Butt) and start prospecting! If you fail to prospect you will have Bupkes (zero, nothing) at the end of the month Seasoned sales reps who feel they don't need to prospect any longer are Shmendriks (idiots) . To all in sales... stop the kvetching (complaining) and start taking ownership and responsibility when it comes to prospecting. I love my heritage. From my grandparents through to my parents, a series of life-long...

Mike has been a member of the Print4Pay Hotel as long as I can remember. While Mike and I have never met we've been able to communicate via our message boards and Linkedin over the years. I believe these stories are important because much of what we were taught has been lost through out the years. Selling Copiers in the Eighties with Mike Karasik Art: How did you find your way into the copier industry? Mike: I started my career at Dun & Bradstreet back in the early 70’s eventually got...

Sponsored by June 14th, 2021 Arcoa Group Why partnering with ARCOA makes sense Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and...

Better Call Art "The Start of Something New" The pandemic is just about over here in the United States. Many of us are wondering what the post pandemic business environment will be like for sales. During the pandemic many of us had on the job training with how to use Zoom and MS teams to communicate, present and close business. For the most part we adapted, we made mistakes, we made adjustments and long run many of us became more productive. What will be the post pandemic process for those...

In today's business climate where many are operating with fear, anxiety and doubt; those who can lead with an empathetic heart surely stand out. Could creative conversations with your clients seamlessly flow with empathy? I believe genuine, real and raw empathy cannot be faked. If you're saying or doing something merely to check a box and to appear more involved or compassionate, you’ll lose out in the long run, and you will be exposed as an empty suit. Do your clients feel connected with...

The Week in Copiers Ten Years Ago First Week of June 2006 Here in the United States when you think about Direct Branch operations it was all about Xerox, Konica Minolta and Ricoh. Those three were the heavy hitters. With Ricoh selling of a lot of direct operations a couple of years ago. In addition with the recent sell of some of the Konica Minolta direct branches the question becomes will we see movement now from Toshiba? It would only be a guess, but I'm thinking we'll see some movement...

The Week in Copiers Fifteen Years Ago First Week of June 2006 Just eight business days before I end the halfway point for fiscal 2021. So far June is a struggle for me with many clients either stalled or ghosting. I realize the only way to over come the stalled ans ghosted opportunities is to go out and find more opportunities. Enjoy these awesome copier threads from 15 years ago this week! Savin 2824 mikefio22 (Guest) · 6/1/064:24 PM I have recently installed a 2824 with a booklet finisher...

About a week ago I posted a thread in our forums about an appointment I had with a net new account here in New Jersey. I met with the client on Thursday or Friday of that week, went through the discovery process and got the feeling that this opportunity would have a decision sooner rather than later. The reason for that assumption is because the client just completed building out a new space and the supply chain issues our entire industry is experiencing. It's interesting how no one bats an...

A few years ago, I began suggesting that the new business world and much of life’s activities would occur in what I described as “The intersection between the physical and digital worlds.” It is so imperative for all to embrace the realities of that intersection. It is now mandatory that all leaders understand how to lead from behind the glass in that intersection between the digital and physical worlds. Leaders must stop searching for a utopia where the old way takes power over creating the...

In today's fast paced business environment, people are crazy busy, multitasking and pressed for time. The use of technology has exploded. It is easy to not interact on a 1 to 1 basis. We used to go see someone in person, or at least pick up the phone, now we may go months upon months; only communicating by text, email or social platforms. Looking someone in the eyes is extremely powerful, to give them your undivided attention speaks volumes, to let them hear your voice is extremely...

Late March 2 nd (Monday), 2020 my wife and I arrived in Newark Airport from my Presidents Club trip to Aruba. It truly was a great week although we were peppered every day with news headlines with COVID19. I asked my wife “is this something we should worry about?” Tuesday and Wednesday of the first week back continued to be the normal selling days that I’ve been accustomed to for the last forty years. It was Thursday of that week when the North East USA when the news was stating to shelter...