Those as old as I am will remember Bob Barker’s first game show, Truth or Consequences. This article is not about Bob or his game show. However, the title of that famous show is a catalyst to the message.

Recently I had the opportunity to speak with a business consultant or business coach as he called himself. This consultant worked in a different industry than the industry I call home. It’s always interesting to explore the thoughts of others too many become static as they live in the atmosphere of sameness. The conversation was intriguing and disturbing. This consultant believed that the truth was not his deliverable he believed that whatever his client wanted to hear he would deliver as truth, and he hoped his client would pay the consequences after he cashed their check.

Either outside my industry or inside I find the weakness of experts, in telling the truth, deplorable to say the least.

Today the industry I call home, and many others must modify as their deliverables become less important to their customers desired outcomes or the fact that some desired outcomes are quickly becoming irrelevant in today’s innovative world. As things modify causing pain to the way it was. It’s a natural reaction to avoid or dismiss thoughts of impending doom. Many will seek the comfort of those they agree with hoping sameness will somehow circumvent the demands of newness, and some will seek help to improve. They will seek the experts in hopes that the investment will allow them to continue winning. Those who hire consultants are looking for a coach to teach and train them to overcome the struggles or obstacles which impede their growth. They're looking for someone to help guide and coach them through the required tough decisions and needed actions.

I remember as a child in school who attempted to participate in basketball. As I dribbled the ball regardless how bad. Those third-grade cheerleaders made me feel great as they cheered at my obvious incoordination or lack of any skills to the game. Well, the coach he wasn’t about to cheer he thought a discussion of why I should practice harder, and how improvement will only come through the application of my willingness to improve. The coach told me what I needed to hear not what I wanted to hear.

It may have taken a few years after the third grade for me to learn that no one should ever pay for cheerleaders they are free. However, coaching comes at a cost. The pain of improvement will always conflict with the temporary comfort in ignoring the truth. Coaches don’t cheer you on to make you feel good when they know you're not trying, Coaches, don’t tolerate one’s lack of fortitude in improving. Coaches don’t change statistics, so your deficiencies look better, coaches will fire those who won’t listen. Coaches want their clients to win, and when the client doesn’t have the desire, and the coach can’t motivate their desire the good coach will always tell them the truth; the good coach will say “this game, is not for you.”

Insecure consultants attract insecure clients. They will sell their clients smiles and take from them the opportunity to truly improve. The consequences caused by these smiling jackasses can be devastating. Instead of helping you clear out the debris on an old path, or lead you in forging a new path. The insecure consultants at the first sign of your unwillingness to do what’s needed they back off and allow you to go on a path of your choice one they know you shouldn't travel. But won't jeopardize their payday by telling you something they’ve determined is too painful for you to hear.

“The pasture of least resistance is where the insecure graze together; this pasture is adjacent to the field of opportunity.”      

So next time you meet with or hire a consultant, remember this. If you are seeking the truth in how to improve look for those who challenge you more than agree with you, look for those who tell you what you need to hear not what they think you want to hear.  “The pain of the tough decision needed for improvement is only appreciated by those willing to improve.”  

The consequences of prolonged stagnation will cripple a company. So, make sure the truth you’re getting is the truth you need not a distorted story of the facts disguised as truth to make you feel good.   

Remember the truth is always better than the consequences of denying it.

R.J. Stasieczko   

PRINT4PAY HOTEL APPOINTS NEAL PETERMANN AS MODERATOR FOR KONICAMINOLTA MESSAGE BOARD

Geesh, can I start?  For those not in the copier industry fifteen years ago you would know nothing about Jim Ivy from Ricoh.  I don't want to rehash the past, but check out the links and you'll read how an elite executive was arrested. I don't even want to talk about what he did.  Happy to have seen him go directly to JAIL!

Canon & Heidelberg Renew Digital......

"After years and years of selling copiers, I've learned that there are certain items you need to keep in your car. Because you just never know when your stuff could help out an existing client or a prospect.

Here's a list of some of my essentials and the reasons I keep them in my car:

Phillips screwdriver: Every single screw on a copier requires a Phillips head. You never know when a cover needs tightening, or with the simple twist of a screw, you can save someone's day by having the copier operational.

Knife: No, the knife is not for the client! I keep a sharp knife available for removing shrink wrapping, tape, and opening paper boxes. That knife once allowed me to clean off a plastic burr that was causing misfeeds out of a paper tray.

AC Power Cord: Yes, occasionally loaner copiers or new copiers can be delivered without the power cord. Having one in the car can save the day during an install. It has for me.

Anti-Humidity Desiccant Bags: One of my favorites here! With my territory bordering the Atlantic Ocean, it's a fact that paper that's been lying around in a copier or out of the wax ream wrapping will collect moisture. What does damp paper create? Crappy prints or copies. For my Shore clients, I'll place a bag in each paper tray for them. Most comment, 'Wow, that's a great idea!'

Network Cable: All I can say is, it's better to have a couple than to have none at all. Always be prepared!

Tape Measure: Will your copier fit in this space? If you don't have a tape measure, well, you're kinda screwed on giving a yes or no, right? Wouldn't it be better to say, 'I've got a tape measure in the car, let's check it out'? Here's a neat hack if you don't have a tape measure: Each sheet of paper is 11 inches in length, use the sheet of paper to measure the space. It's really cool when you do this with a client because you're asking them for help measuring the space also!

Powerline Ethernet Adapter: Can't do without this one! It's a little pricey, but you never know when it can save your behind. Like today, I received an email from my service department that a net new install could not be connected because our copier did not have a wireless card.

I processed that email for a minute or so and realized that the client never told me about needing a wireless device, and nor did I ask if they needed a wireless card for their MFP. Even if they told me they needed a wireless card, I would have never recommended the manufacturer's option. It's just too darn expensive, and the range is horrible.

Yes, I keep an extra Powerline Ethernet adapter pack in my car. In this case, I was able to stop at the client's location within the hour, installed the Powerline adapter within ten minutes, and had them printing from their laptops within 15 minutes. The client was happy, I was happy, and the end result was a great experience for the client. Yup, I need to go order another one tomorrow from Amazon. If you check out the link, I usually go with Netgear or TP-Link; both work well!

Rant:

First and foremost, when the heck will the major copier manufacturers recognize that a wireless card/adapter should be a standard feature! Every POS A4 MFP that I see at Staples or Best Buy has standard Wifi.

In addition, why are the manufacturer's wireless cards so darn expensive! For the price that the manufacturers charge, I can buy a small Epson or Brother POS A4 MFP with Wifi!

We (salespeople) are the frontline when it comes to client support and client satisfaction. Let's face it, if we're not giving fanatical support, then someone else will. The key is to never stop giving fanatical client support, and your client will never ever leave you.

-=Good Selling=-"

Recently I had the pleasure to participate in the BEI Services company trip. Being one of the newcomers to the BEI Family, this trip was a wonderful opportunity to see firsthand the dynamics of how both leadership and talented doers collaborate. It became obvious why BEI is so well respected. They truly deliver to market a SaaS which does what it’s designed to do and does it remarkably through remarkable people.

This BEI Services trip was indeed special; the company is celebrating their 25th anniversary. When a business starts out in the basement 25 years ago and is still thriving it’s an awesome accomplishment so, congratulations to its Co-Founders Wes McArtor and Greg Moseley. The two of them and their talented team have built one of the most influential resources to the profitability of the copier and printer industry, and many are benefiting greatly from its services.

Yes, there have been some attempts by copycats, but there is only one original. BEI Services is the industry leader. Gathering statistics on nearly 16,000 technicians, more than 60,000 service calls a day, and almost 4 million devices. BEI Services trademarked Worldstats™ is the world’s largest monitored service network in the industry. Helping to improve the bottom lines of hundreds of partner's around the world.  

Today the Copier and Printer services industry is going through many transitions. It is more important than ever for its participants (Dealer Owners) to extract as many benefits (Profit) from their current delivery system as possible as they transition to what will be new. At today’s speed to innovation logical business sense tells us that things are modifying fast and innovators are all around the borders of not just the imaging channel they also are or are planning the disruption of many other industries.

BEI Services is the number one software tool to learn from the past then implement and correct behaviors in the present thereby ensuring the much-needed profitability to continuously build and deliver what the future holds.Leaders today must stay vigilant to questioning why things must be improved, and as they answer those questions, they will discover the importance of properly preparing. Today data must be part of all decisions and managing by data is critical to a company’s success in our innovative fast past world.  

“The true test of Leadership is their ability to deconstruct obsolescence, as they construct relevance.”

My career in the Industry is itself 25 plus years. I have witnessed first-hand the many modifications both the Dealers and the Manufacturers consistently made. However, in the past, there was more time to contemplate needed changes. Today the threats are enormous from not only innovators within the channel but the unknown from outside the channel. The speed of being disrupted has increased immensely.

“Products do not build industries People do; products go obsolete, but people have to choose whether they become obsolete.”

Too many are still complacent in what they believe they know which is stagnating their desire to learn what they need to know. If you’re a BEI Services Customer, thank you for your business and loyalty. If you're not yet a BEI Services customer, remember today it’s more important than ever to reclaim inefficient operating cost. The future will be exciting for those who prepare, and BEI Services is working hard each day to help our partners travel through their progression of success.

In 2018 we will be releasing new exciting ways in which our data will help your organization sustain the needed margins allowing you the ability to bring the future to the present. In January we released our Executive Insight Report giving even greater insight to our dealer owners. Understanding how to improve then implementing whats needed takes strong leadership. Today there is no more comfort or rewards in complacency. Dealers must run from those who pitch the everything is fine or create rewards for you based on what you did instead of rewarding you for accomplishing what you need to do. BEI Services has always provided our customers with accurate factual data, in an easy to digest format that is the blueprint for quantifiable improvement.

In Closing; I think this quote describes why BEI Services is so passionate to help the industry we call home.

 “A company becomes obsolete when they focus on bringing the past to the future instead of bringing the future to the present, and reclaiming uncontrolled operating cost provides the needed profit to keeping a company relevant as they transition through an innovative world.”

R.J. Stasieczko   

Ah, the eighties and the nineties was an awesome time to be selling copiers.  The eighties gave us many opportunities with the adoption of plain paper copiers and the late nineties proved to be just as fruitful with the change from analog copiers to digital copiers. (My demo room in the 90's Atlantic Office Systems)

If you sold copiers in the eighties and nineties, you carried a copy of Minnella's Pocket Guide to Copiers.  Minnella's Pocket Guide to Copiers was our go to source to find out more about the competition.  Many of us even referred to the guide as our Copier Bible.

Our pocket guide was a soft covered book that usually numbered about two hundred pages.  The size? Well, it was small enough that you could tuck it in your back pocket and or your inside suit jacket pocket.  All of the pages were printed in black, in addition to specs for each copier listed there was also a black & white photo of each copier.

Minnella's Pocket Guide to Copiers was published twice a year for spring and fall.  It's kinda tough to remember if our dealership paid for those guides or if we (salespeople) bought them on our own.  What I can tell you is how excited we were to receive the new guide.  Nothing was worse when a client would make a remark about a competitors copier and your pocket guide did not list that copier.  In most cases it was because that competitors device was launched before the next publication.

Funny story and we use to so this.  For those competitive copiers that were not listed in the pocket guide we had to be creative to get the information that we needed.  There was no internet in the eighties, the odds of getting your hands on another manufacturers copier brochure was slim to none.  I mean you just couldn't walk into a competitors office and ask for one. 

Believe it or not, we (sales people) would call another dealership and pose as a potential buyer.  Those phone calls were CRAZY!  Thus, we would get a hold of a sales person and try to glean as much information as possible about the copier model in question.  Sometimes we were caught and sometimes we were not.  Thank goodness there was no caller ID then. On the flip side, I would also receive these types of calls and yes I was duped a few times also.

It Was All About The Specs

Selling copiers in the eighties and the early nineties was much different from the way we sell copiers today. That's because not all of the manufacturers were equal when it came to quality of the copy and reliability the device.  Instead of focusing on the total cost of ownership, it was important to educate the client about the benefits of your device over a competitors device.  There was no better to way to do than to show the client a side by side comparison of your copier vs the competitors. 

In most cases after six hard months of selling, your pocket guide had scribbled notes on each page, highlighter marks, and many dog ears.  If your pocket guide was in deplorable condition it usually meant that you were killing it with orders!

Each model copier included a photo, the MSRP, the date of introduction, what other manufacturer also sold the same product. In addition you could get the all of the consumable yields for that copier.

Indeed the information in these guides helped us to close more sales.  One of the unique ways that we convinced a client that our copier was superior was to point about the PM (Preventative Maintenance) schedule from our copier vs a competitors.  It kinda went like this.  The device I was selling had a PM schedule for the photo-drum at 60K pages. My competitors device had to have the drum changed every 20K pages.  Over the course of five years the client would make 600,000 pages.  Thus, his copier would be down ten times for the replacement of the drum with my copier. The competitors copier would be down thirty times for the drum for 600,000 pages.  We would then ask the client "can you afford to have your copier down for an additional 40 hours (usually took a few hours for a complete PM) for PM's?

In the eighties there weren't many laser printers and making copies of documents was critical for a business to operate efficiently on a daily basis. When the copier was down it was disaster if there was no back up copier.

It's All About The Book

I need to give thanks to Jim Parker from CBS in Texas.  Many weeks ago we had a call to discuss a certain product. How we finished up the call was speaking about those pocket guides that we used to rely on.  Jim stated that he had a few of them laying around and offer to send me one.  Just a few days I go I received a copy of 1990 Spring Guide.  I was so elated when the book arrive and immediately tore into it.

I've even tried to track down the editor who is Thomas Minnella.  Seems the business was located here in New Jersey. I did some internet searching which brought up a facebook page. I did send a message to that page many weeks ago but haven't had a reply back.  I'm thinking they are out of business or shut down.  If anyone reading this does know the Author, please send me an email so that I can contact him.

I'm also looking for addition years if anyone has them!

-=Good Selling=-

Each week I'll scan the threads and look for something interesting and or something unique.  This week marks the 15th anniversary for Old Glory as an excellent Print4Pay Hotel member.  Jim and I have met several times over the years and I'm thankful that he is such a great supporter and a friend of mine. 

In addition Jim just sent me a copy of  Minella's Pocket Guide to copiers for 1990.  Thus a special shout out to you!!

Enjoy the threads from fifteen years ago this week!

Konica, Kyocera, Sharp, Monica's, Xerox Brochures

Member

Old Glory

VIP

Going back 15 years never seems to amaze me.   Ricoh 1224C, Panasonic Copiers, Danka, Ikon, Imagistics, eCopy, it's all here.  Enjoy the popular threads from way back in 2003!

Xerox n Canon updates

Bank Achieves AP Process Improvement with Cloud-based Digital Workflows and Secure Document Storage

Southeast National Bank implemented DocuWare, a modern document management solution, to digitize its own accounts payable process. The results: invoice approval time dropped from one week to a few hours positioning the company for future growth without the need to add staff.

Southeast National Bank (SENB) is a regional bank with 5 branches and 65 employees, offering a full range of banking services. 

Requirements

For their accounts payable department, SENB relied on a time-intensive paper-based system of making copies and shipping documents between branches for approval. The bank was ready to improve their accounting processes and streamline their workflow, so they contacted their IT vendor who evaluated their processes and suggested DocuWare Cloud because it offered them the flexibility, security and the quick onramp time they were looking for.

Solution

Working with an Authorized DocuWare Partner, the bank’s workflow was evaluated and a simpler process was developed using DocuWare Cloud. Employees were brought together for a training session and everyone quickly got onboard. Today, invoices and other accounts payable documents are routed through a digital workflow and approval process using electronic stamps. DocuWare interfaces with the bank’s general ledger software, Phoenix, and an accounts payable software, Banktel Systems, to streamline the entire process.

“When our vendor recommended DocuWare Cloud, we thought that was a good fit for us because we are very comfortable with the cloud software model and the security it offers our information,” said Don Schlorff, CFO and COO of Southeast National Bank.

Benefits

The bank’s entire accounts payable process changed for the better. Their old process was labor and time-intensive requiring them to make copies and ship them from branch to branch. Today’s process is very transparent and invoices are never “lost” in transit or left on someone’s desk.

“Our invoice approval process used to take a week, now it’s done in a few hours. Time savings is the biggest benefit DocuWare Cloud has brought us, plus knowing that our process is now so much more efficient, secure and searchable,” said Schlorff.

With DocuWare in place, Southeast National bank is positioned to grow without needing to add more staff. Additionally, the accounts payable person has been able to take on other responsibilities, allowing the company to leverage their human resources.

Conclusion

“DocuWare is so flexible it could really do anything; we started with it in the accounts payable department because moving to a digital system is what had to happen. We have been very happy with the results and will look for other areas where DocuWare can streamline our processes,” said Schlorff.

DocuWare Corporation | 4 Crotty Lane, Suite 200 | New Windsor, NY 12553        (888) 565-5907 | www.docuware.com

That is my explanation of the Push-Economy becoming the Pull-Economy.” RJS

How will customer relationships change? Here’s my thinking.

In the product pushing sales environment of the past, the customer was sought after, courted and the seller of the product based their customer acceptance on the relationship they created with the buyer. In a Pull-Economy the buyer becomes the hunter the buyer forms relationships based on their experience in acquiring what they desire. A Pull-Economy removes the power from the seller and gives it to the buyer. The Pull-Economy redirects the search from sellers searching prospects, to sellers becoming prospects to buyers. Today choices are easily identified, researched, and acquired so, the need for the pushing of products through outdated selling strategies or marketing strategies of the past is diminishing greatly. The challenge will be for resellers to determine how they respond at the intersection when their products become more of a commodity or are no longer near as valuable to the marketplace as they once were. In today’s innovative world many organizations and industries will find themselves at this intersection. 

Here are a few quotes I penned as warnings to how one’s greatest perceived or actual customer relationship assets can prove to be inconsequential as your customer discovers the new innovator who changed the game.

“You can be the vendor with the greatest relationships and lose to the new unknown competitor who delivers a better experience.” 

 “You can be the vendor who answers the phone in two rings and lose to the new unknown competitor who doesn’t even accept phone calls.”

“You can have been recognized as the markets greatest service provider and lose to the new innovator who redefines how your product is serviced.”

“Today It’s not the competitor we know and believe we can beat that should concern us. We must be vigilant to look to our imagination for the new competitor coming from places which were once unimaginable.”

The passion organizations have of their greatness must be balanced with the reality of how the marketplace accepts the greatness of what they sell. Think about how many organizations believe that the reason for their success is their great relationships. In 2018 this could be a dangerous strategy for the continuation of their prosperity especially if their deliverable is declining in customer needs and appreciation. In these new innovative times, the patience customers used have in remaining in the old way based on great relationships is quickly eroding.“The new way’s momentum is fueled by the old way’s stubbornness.”

Today’s customer wants relevance, and more importantly, they now can seek and define on their own what they determine is relevant. Customers have the tools and the means to seek alternatives to what they once desired with little or no human intervention. Customers are building digital relationships based user experiences, and from their, they determine the value of the human component. Those organizations who can integrate with their customers over interrupting them will prevail. Today it’s not just sales and service organizations who have the availability of data mining to guide a decision processes more and more end-users are preceding their vendors in their own data mining. They are searching for solutions without involving their current vendors and forming new relationships from what they've discovered. 

When organizations or industries are going through disruption, many spend more focus on what I call “Relevance Convincing” They convince themselves and their industry peers that what they manufacture or deliver still has the relevance it once had regardless what the marketplace decided. Instead of investing in diversification or even re-inventing the how of what they do, they instead re-invest, and some even double down in the hallucinations of their past greatness. The pioneer or innovator re-invents the past or brings the future to the present. Innovators bring a new delivery system for the customers desired outcomes. SMB resellers must leave the emotional baggage of yesterday’s marketing strategies behind them. Those outdated strategies which attempt to make relevant what customers themselves have decided is irrelevant or is quickly declining in its relevance.         

As yesterday’s products become more user-friendly and require less and less human intervention, the relationships will continue shifting. Organizations who have lived and benefited by the decades-old Pull-Economy must reinvent their methods of courting customers in the new Pull-Economy. One thing will never change regardless of any economy, and that is this; your “Marketing must come second to your Remarkability and always remember your remarkability is at the mercy of its receiver.”

“Your marketing is about you cheering you; your remarkability is about your customers cheering you.”

R.J. Stasieczko

It's everywhere! Sales bullpens filled with sales reps complaining about lack of leads, crappy comp plans, too much paperwork, losing deals based on price; you name it they find something to bitch about. One could say it’s a completely natural part of the sales culture and comes with the territory.

Granted, some of the griping may be legitimate, but you'll never hear sales professionals complain as they are laser focused on finding solutions to help achieve their client's initiatives. I get it, venting makes sales reps feel better though it rarely helps their sales numbers.

WHO'S WORSE ON THE COMPLAINING SCALE?

Who do you think ranks hire on the complaining, whining and moaning scale; a sales rep or a Jewish grandmother? I should know as I have witnessed both in action.

Jews have a long, proud and stereotypically history of whining and complaining (aka, "kvetching"). It's wrapped up in their DNA. They enjoy complaining about all sorts of things, whether it's Hypochondria, having to go to work, having to come home from work, paying too much for something, paying too little for something and then worrying it's not good, friends' bad habits, Jewish mothers thinking they aren't good enough, or the worst, mothers themselves thinking their children aren't good enough (oh lord can I attest to this one).

Sales reps chitter chatter, their moaning, groaning and bitching is no different. "Why does Bob always get special treatment?", "Can't get anyone to return my calls", "Our prices are too high", "Our competitors are killing us", "We don't get enough support", "No one is returning my calls".

MAH-JONGG, MY GRANDMA AND COMPLAINING

Listening to sales reps moan, gripe and bitch reminds me of my younger days and the summers I spent in New York City with my grandparents. The only thing worse than listening to sales reps complain was experiencing my grandma and three old Jewish ladies playing mah-jongg as they complained about all of their ailments or better yet, talking smack about family members.

For those not of Jewish faith and wondering, "Where is Larry going with this?" allow me to humor you with a little twist from an old Jewish comedian Marty Allen.

The Italian grandma says, I'm tired and thirsty. I must have wine.

The Scottish grandma says, I'm tired and thirsty. I must have Scotch.

The Russian grandma says, I'm tired and thirsty. I must have vodka.

The Jewish grandma says, I'm tired and thirsty. I must have diabetes.

What would a sales rep say?

YIDDISH WORDS THAT REMIND ME OF SALES REPS

My grandma would always tell me...

"Quit your kvetching and get over it"

TUCHES - Get off of your lazy butt and start prospecting! What are you waiting for? This is part of your job, now get to work!

SHMATTE - You come to work wearing business attire but your online appearance looks like you're wearing Shmatte or ragged clothes. Pay attention to how you dress online as you never know who may be window shopping for a new sales rep.

BUPKES - When you can't refresh your client base and you haven't prospected in months or in some cases years - You've put virtually no effort into developing new business, guess what? You are left with bupkes at the end of the month... nothing, zip, zero, zilch, not even a matzah ball!

SHPILKES - Walking into a new meeting with a C-level executive without being prepared and they notice you have shpilkes... nerves! Oh, would l love to be a fly on that wall!

SHMENDRIK - Seasoned, tenured sales reps with massive inflated egos who haven't prospected for months, OOOPPPS I meant years are Shmendrik's, fools! I would love to see the expression on their ego inflated faces as they are asked to articulate the value proposition they use for prospecting.

Bonus Time - One last Yiddish word for all sales reps, a true classic...

SPIEL - When you meet with a new prospect they don't want to hear your spiel... Your long winded sales presentation around how great you are, how great your company is and all the promises I know you'll break. Make it about them! Show them how much you know and care about helping them.

Schlemiel! Schlimazel! Oy Vey!

ADVICE TO ALL SALES REPS FROM MY GRANDFATHER (Zayde)

My grandfather was a self-educated man. He dropped out of school early to help support his family. He stressed to me you must have "Chutzpah" in order to succeed out in the real world.

He went on to say... "Each time you face your fears, you make a deposit into your chutzpah account." The battles in life whether won or lost produce more chutzpah.

Passed down from my Zayde to all those in sales... Chutzpah seasoned with charm translates as enthusiasm. Charm strengthened by chutzpah reminds your clients and prospects you have a respectable, professional purpose. Loaded with both, you can win and sell with confidence. Quite frankly, who wouldn’t want that combination?

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.

You can find more advanced training material inside the Social Sales Academy website.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.