MFP Copier Blog

Leads

Lead for High Volume 5th Station Print device in Mass

Art Post · 7/17/229:18 PM

see attached file

Leads

Lead for High Volume Laser Printer in Connecticut

Art Post · 7/17/229:10 PM

see attached file

Leads

Lead for Copiers and Managed Print Services in Oregon

Art Post · 7/17/229:05 PM

see attached document

Sales Professionals Use Simple And Straightforward Language To Connect With Their Clients.

Larry Levine · 7/17/228:14 AM

"The chief virtue that language can have is clearness, and nothing detracts from it so much as the use of unfamiliar words."

Hippocrates

Is the language you are using clear, concise and full of familiar words?

Have you ever given thought that your clients and future clients desire understandable, to the point information, free from unnecessary jargon or complex terms? You see, plain language benefits your clients, you and your company.

Salespeople... You owe it to the person you are communicating with to engage in conversation simply and clearly. Please remember, the primary goal of communication is to convey information.

Are you communicating information succinctly, so people understand quickly, without having to decipher complicated sentences or vague sales jargon?

Let's stop right here for a moment, and now ask yourself... If people understand more of what I'm saying, would they likely feel that I make sense?

To further drive this home, I will defer to the entrepreneur, Stephen Wang, who said,

“No matter what job you have in life, your success will be determined 5 percent by your academic credentials, 15 percent by your professional experiences and 80 percent by your communication skills.”

Good communication has strong business value. Plain, simple language removes barriers between your clients, your future clients and yourself. This will set you apart from all the other salespeople. And isn't this what you want?

CLEAR COMMUNICATION IS CRITICAL IN THE 21ST CENTURY

"Speak clearly, if you speak at all; carve every word before you let it fall."

Oliver Wendell Holmes, Sr.

Was Oliver Wendell Holmes, Sr. onto something when it came to communication?

Back in the 1800's, he surrounded himself with the literary legends, including the likes of Ralph Waldo Emerson, and Henry Wadsworth Longfellow. Together, they left an imprint on the literary world of the 19th century that flows right into the 21st century.

Why am I bringing this into this message? Because of another one his quotes...

"Language is the blood of the soul into which thoughts run and out of which they grow."

Whether you're a tenured salesperson or just starting out your career, the language you use, how you communicate it and how well you engage in meaningful conversations are foundational skill sets you must master to catapult your sales career.

Salespeople, well over 200 years ago they were writing about it.

Bringing this into the present, the World Health Organization (WHO) identifies the fundamental life skills as decision-making and problem solving, creative thinking and critical thinking, communication and interpersonal skills, self-awareness and empathy, and coping with emotions and stress.

Furthermore,they go onto say,

"Higher-education and business leaders cite soft skills as being the most important driver of success in higher-level courses and in the workplace."

My sales friends, strengthening your conversational, people and relational skills will elevate you to new sales heights!

STOP THE SALES JARGON

Allow this quote to sink in for a moment,

"Jargon allows us to camouflage intellectual poverty with verbal extravagance."

David Pratt, Foreign Editor, Sunday Herald

Unfortunately, many in sales are using the same standard sets of sales jargon to describe situations as a replacement for just speaking plain old normal language. They rely on buzzwords to communicate concepts rather than explaining what they mean.

Do you think this makes you sound or look smart? I guarantee it only adds more confusion especially when your clients need clarity.

Words matter and you must choose them wisely.

Communicate in a way that brings you to life. Hiding behind catch phrases and buzzwords is not a cool way to lead your sales life.

Allow this quote to sink in...

“The definition of genius is taking the complex and making it simple.”

Albert Einstein

STOP HIDING BEHIND COMPLICATED WORDS

It’s difficult to gain access to key decision makers and executives. When you do get that meeting, it’s mission critical you maximize every minute. The last thing you want is to walk away empty handed, or worse, leaving them confused and none the wiser about how you can help them do better business.

Empty sales reps try to cover up their lack of understanding and experience with science, jargon, and overly complicated sales phrases, all because they think it sounds good. All this does is confuse, alienate and distract from business betterment.

In George Orwell’s essay, “Politics and the English Language”, he shares his opinion on our reliance on “dying metaphors,” “pretentious diction,” “stale similes and idioms,” and other instances of mannered verbiage has clouded our thinking.

He understood that if we only recite clichéd and meaningless phrases because they sound nice, we’re spared the effort and challenge of not only crafting our thoughts and opinions into fresh language, but confronting what our thoughts and opinions really are.

In other words, salespeople... using unclear and overly complicated cliched sales jargon reflects upon you with unclarity and canned thinking.

ENGAGE IN SIMPLE CONVERSATION

Are you connecting or disconnecting when conversing with your clients?

Again, salesy language, acronyms, overly complicated jargon and filler words... this only detracts from your message and how you engage in business conversation.

The words you use must be simple, easy to understand and straightforward.

How are you conveying how you can help?

The words you use are your tools, choose them carefully.

Your ideas and solutions can be complex and sophisticated, however; you must be able to communicate clearly and concisely to create ease of understanding.

In a conversation, the only thing you can control is yourself, your behavior, and how you carry yourself. Just imagine how your conversation will be if you are speaking effectively and listening consciously. You can leave a conversation energized, inspired and action oriented.

NO SUBSTITUTE FOR SIMPLE BUSINESS CONVERSATION

To quote Albert Einstein,

"If you can’t explain something simply, you don’t understand it well.”

As sales professionals, we are responsible for making sure our clients understand our messages and conversations. Using plain and simple language is not a sign of sales weakness!

Industry jargon can become a habit. Many sales don’t realize they are using complex language.

Salespeople assume it sounds impressive to use big words and flowery sales language.

Salespeople believe that they are “dumbing it down” when they use plain words.

I ask all of you to...

Ditch your ego - An important part of embracing plain language is letting go of your desire to use impressive words.
Keep it simple - Use familiar and easy to understand words.

Sir Richard Branson said,

"Complexity is your enemy. Any fool can make something complicated. It is hard to make something simple."

How are you communicating?

Would you like to increase your sales success and fulfillment?

This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.

If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.

Have yet to read Selling from the Heart? No worries, you will receive an audio version as a part of the Masterclass. As an option you can get a free signed copy of Selling from the Heart (just pay for shipping and handling).

You can get your copy here - https://www.sellingfromtheheart.net/book

Together, we will go on a journey where we’ll dive into how to apply the ideas in the book to help you achieve even greater sales success.

With each of the 10 sessions, you’ll receive questions that will help you increase your sales in a way that also makes selling more enjoyable and fulfilling.

This masterclass is configured with you in mind where you can complete the course in chunks from any mobile device, iPad or computer, based on your availability.

You’ll also discover fun bonus materials throughout the course.

ACCESS THE MASTERCLASS HERE.

This Week in the Copier Industry 5 Years Ago

This Week in the Copier Industry Five Years Ago

Art Post · 7/14/2210:25 PM

This Week in the Copier Industry Five Years Ago

Third Week of July 2017

sponsored by

Re: Toshiba e-Studio Erasable Toner 4508LP Questions

Art Post · 7/19/1710:25 PM

I've got the yield of the blue toner @21,500 pages. Can anyone supply me with the cost of the blue toner. This is erasable blue toner.

Art Post · 7/19/1710:36 PM

all company users to access, download, collaborate, and print/publish with a single application.” He added, “We are also getting a lot of kudos from IT departments as we’re making their lives easier by not forcing client software deployment, eliminating Java requirements, and aggregating functionality from several other smaller programs into one application.” Major new features and enhancements in ImageSite 9.6 include: DWG enhancements: View DWG files by layout name or model space Turn layers

Topic

Lexmark named a leader in Quocirca MPS Vendor Landscape sixth consecutive year

Art Post · 7/19/1710:42 PM

Lexmark named a leader in Quocirca MPS Vendor Landscape sixth consecutive year LEXINGTON, Ky. , July 19, 2017 /PRNewswire/ -- Lexmark International, Inc., a global imaging solutions leader, today announced it has been positioned for the sixth consecutive year as a leader in managed print services (MPS) by leading European-based industry analyst firm Quocirca . The Quocirca Managed Print Services Landscape report is an independent vendor analysis of the global enterprise MPS market. The report

Re: Non competes; I've never seen 1 apply to when your let go; or is it new norm?

Art Post · 7/19/1711:30 PM

Not that I've seen. From what I've read is that most non-competes are worthless and a Judge would not deny your right to work in the same industry. Trouble arises when intellectual data or property is used to cause damage to that company. Selling to their accounts and sharing corporate data about that company

Power MPS

Recent Advancements in Office Printing Technology

Alex Cribby · 7/14/229:30 AM

The past couple of decades have pushed the limits of technological advancements. From the home computer launch to the internet’s adoption, the timelines for jumps in data use, software, and hardware capabilities have continued to shrink. Printer manufacturing and office printing services are no different. Just as has been seen in medicine, finance, agriculture, and many other industries, office printing is continually working to develop new, innovative ways to improve printing capabilities.

Through this continued technological advancement, office printing is now more efficient than ever. As a result, high-quality printed documents are more easily attainable, printed faster, and more vibrant than ever before. In addition, printing equipment is more energy-efficient, more interactive, and longer-lasting. But, just as the office space and business models are rapidly changing, office printing technology continues to evolve to better suit new corporate needs. Here are a few ways the office print industry is churning out technology designed to impress.

Artificial Intelligence Enters the Printing World

how A.I. helps the print industry

Human resources are irreplaceable. And, no matter how much technology advances, the employee workforce is still crucial in the office. But that doesn’t mean there is no space for new, improved artificial intelligence (AI) to create a more efficient workspace. For example, AI for printing can help improve a variety of tasks, including:

Document Analysis. In the spirit of “going green” in the office, minimizing waste should be a priority when printing documents. The printing industry has designed AI capable of analyzing documents before they are printed to determine the type of formatting required to minimize toner, ink, and paper use. The result is a reduction in supply usage that generates nice long-term cost savings.
Print Job Routing. Larger offices and businesses in legal, medicine, and finance that are heavy printers often run into the issue of time lost waiting for items to run through a print queue. Creating a more efficient system in these situations can lead to smoother workflows and better use of employee time. This is why some printer manufacturers have focused on developing AI to appropriately route print jobs for higher efficiency. For some companies, this could mean print jobs are automatically sent to the nearest idle machine. For others, the system could monitor print queue sizes and allocate jobs to devices based on anticipated print timelines.
Improving Print Quality. Especially when investing in newer printer equipment, businesses expect the print quality to be higher than what they would receive from older printers. Advances in printer AI help monitor various components within the printer to adjust speeds, heat, and other factors to ensure clearer copies and more vibrant images while generating less waste in ink, toner, and paper.

Better Ink and Toner

When thinking of technological advancements in the print industry, most people might imagine smaller, faster printers. However, rarely does anyone consider the consumables used to create the print. But printer manufacturers constantly look for ways to improve ink and toner for newer machines.

There are various ways manufacturers are looking to improve the ink and toner used in today’s printers. One of those is to meet the demands of environmental conservation. Today’s ink and toner markets are looking to eliminate toxins, lower the use of chemicals, and reduce landfill waste. This is why many ink cartridges are now made with remanufactured materials, and there are a variety of vegetable-based, soy-based, and even algae-based inks.

Additionally, manufacturers are developing water-based inks that dry faster to eliminate the risk of fuzzy images and text. These inks produce clearer, crisper prints and copies perfect for sales presentations and documents heavy in text.

Advanced Inkjet Printing Speeds

When it comes to circulating information in the office, timeliness is everything. The faster a document can print, the quicker it can be sent to all parties of interest and get on with other business activities. In this respect, laser printers have proven to be the consistent winner.

Today manufacturers are working hard on new ways to advance the speeds of inkjet printers. Brother has released inkjet models that print up to 22 pages per minute. HP has options that can produce prints at up to 70 pages per minute.

Integration With Other Services and Technologies

Integration is an essential aspect of any technological advancement. Without the integration of services, printers will be stuck in the pre-digital era. So, it is no surprise that printing manufacturers and service providers are working hard to create connections that make office printing more efficient and effective for today’s business environments.

With so many hybrid office setups and the slow re-introduction of business meetings and events, mobile is considered one of the best integrations for office printers. So, the print industry is working hard to develop and implement technologies that make it easier for office printers to accept print requests and share scanned files with mobile devices.

Another up-and-coming integration is voice-activated printing. Rather than searching for a file and manually choosing print settings, voice-activated printing could allow users to tell the system the document, color, size, and the number of copies – all with a voice command.

In today’s fast-paced technological development environment, keeping pace with business needs is key to staying efficient and relevant. With mobile integration, voice activation, artificial intelligence, and faster, clearer printing, the office printing industry is clearly up to the challenge. And there is no telling what new technologies printer manufacturers and printing services will develop next.

DocuWare

With DocuWare as its document management system (DMS), iScan now serves as a full-service, one-stop shop for customers with various document scanning and storage needs

Art Post · 7/13/229:37 PM

A Humanim Social Enterprise, iScan provides a secure document and image scanning service to businesses and fellow non-profits.

Launched by Humanim, iScan provides document management services and employs 20 to 40 individuals with disabilities annually, to add to its team. It is a social enterprise that provides or finds employment for individuals with disabilities and other barriers to employment. Working with Maryland state agencies, Headquartered in Columbia, it serves about 70 business customers, such as Maryland Department of Motor Vehicles Administration, and Maryland Department of Health. “We scan vehicle titles every day for the DMV, and we also do medical claims for the health department,” explains Jeff Edwards, VP of Technology Solutions. “Our team does the prep, the indexing, the quality assurance and returns it to our clients in a secure, encrypted format.” Since the 1990s, iScan has been scanning 10 to 20 million images annually, and currently maintains about 32,000 documents in DocuWare. At present, the company holds 15 DocuWare licenses with 10 to 15 active users at any time.

Indexing tools help eliminate errors

DocuWare not only speeds up operations, but eliminates human error, says Edwards, citing a particular project where a client needed to scan a large volume of invoices and index several fields on each. The way DocuWare’s Intelligent Indexing feature with its Machine Learning technology worked, the person initially doing the indexing did not have to continue to key in the same information — Intelligent Indexing learnt what information they wanted and started inputting it for them – in the end they only had to approve DocuWare’s work. “When typing a long string of characters, you have to get them all in the right order, and humans can sometimes flip two numbers or two letters,” Edwards explains. “Intelligent Indexing doesn’t do that, it is highly precise, which was a huge help for us — we didn’t have to look for those errors.”

DocuWare inspires ways to grow business

iScan was already using DocuWare for the indexing capabilities when its umbrella organization Humanim asked to digitize its HR files. “We built a cabinet structure within DocuWare, and a structure within the cabinet, matching how HR was storing its paper files, with the right subsections,” Edwards explains. That project served as a stimulus to expand and grow the business, attracting new clients. “I thought it would be a good fit for customers who need to get backfile-scanning projects done,” says Edwards. “I also think it can help attract more commercial clients and diversify our funding.”

Leads

Lead for Seven Color Wide Format Printers in Maryland

Art Post · 7/12/229:30 PM

See attached document

MSP & MSSP & IT Industry Notes

MSP & MSSP Industry Notes for July 12th, 2022

Art Post · 7/12/225:06 PM

Sustainable IT Compliance

Art Post · 7/11/229:52 PM

89% of organizations recycle less than 10% of their IT hardware¹

It’s a shocking statistic in a world so desperate for businesses to take more action for the good of the environment. Capgemini Research Institute surveyed 1,000 organizations with annual revenues more than $1 billion to understand their outlook on sustainable IT implementation.

53% say they do not have the required expertise for sustainable IT implementation¹

That’s where ARCOA can help!

At ARCOA, we’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your retired IT assets through our remarketing, recovering, and recycling services. By partnering with us and elevating your position as environmental stewards, you’ll not only meet government requirements and avoid fines, but also improve your appeal to consumers.

How ARCOA partners with you to improve your sustainable IT:

IT asset assessment & planning

We’ll talk about your resources and goals and work with you to plan the best strategy to get the most from your IT budget.

Remarket, recover & recycle services

Our experience and resources offer you the best total solution to maximize return on your technology investments while maintaining environmental compliance on recycled material.

Guaranteed data security

Our R2-certified data destruction techniques ensure your information is never compromised.

Secure transportation

We offer secure chain-of-custody logistics from pickup to final destination with our own vehicles and professionals, GPS tracking, insurance, and certified processes.

Hardware disposal poses a significant threat to the environment.

E-waste contains toxic substances that are hazardous to human health and the environment. In the survey, Capgemini Research Institute states that in 2019, 53.6 million tons of e-waste were generated worldwide—an increase of 21% in five years.² The volume of e-waste is expected to grow to 74 million tons by 2030.³ Proper disposal of e-waste is therefore critical. However, current levels of e-waste recycling fall far short. Only 17.4% of global e-waste generated in 2019 was recycled.³

Want to be part of the solution?

Visit us at thinkarcoa.com to learn more about our services or contact us to get started.

Capgemini Research Institute, Sustainable IT survey, December 2020 – January 2021, N=1,000 organizations
Global E-waste Statistics Partnership. (n.d.) Retrieved March 30, 2021 from https://globalewaste.org/country-sheets/
United Nations institute for Training and Research, “GLOBAL E-WASTE SURGING: UP 21 PER CENT IN 5 YEARS,” July 2, 2020.

This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry Fifteen Years Ago

Art Post · 7/10/229:18 PM

This Week in the Copier Industry Ten Years Ago

Second Week of July 2007

sponsored by

I started the Print4Pay Hotel (the web site) back in 2001 with a web forum back in 2001, The forums that you see today started in 2003, and in less than six months we'll have captured twenty years of threads about our the copier channel. Our site is not dedicated to press release (even though we post them), however the heart and our soul of the Print4Pay Hotel is our forums. Today we still remain the only site that allows office technology aka copier professionals to share in information in a secure format. Special thanks to all of those that have contributed over the years and future thanx to all of those that continue to share, collaborate and gain friendships.

Enjoy The Greatest Copier Threads from 15 Years Ago

RICOH PRINTERS RECEIVE BLI SPRING 2007

Art Post (Guest) · 7/10/075:50 PM

feedback to users and Ricoh’s proprietary RPCS driver, which allows users to save settings under custom icons. The Ricoh Aficio SP C811DN-DL is a versatile color laser printer solution that allows for affordable in-house production of professional-quality prints. Besides offering a flawless reliability performance, BLI selected the Aficio SP C811DN-DL as a leading large workgroup color printer for its superior economy, thorough administrative and security utilities and admirable print image quality

Re: RBS and DMAP/RMAP

Art Post (Guest) · 7/11/078:42 PM

should be no extra incentives, incentives should be for taking down Xerox, Kyocera, OCE, Canon, Sharp, Toshiba and the rest of them! I have many thoughts on why Ricoh Americas Corporation is letting RBS do this. Here's a few for you: Top Ricoh Management (this includes Sam, Tom & Larry) have no clue what is happening in the street, they are so far removed from the day to day occurrences and no one has the gumption to tell them what is going on. Top Ricoh Management does not care, all they care

Topic

Better Buys for Business Praises KODAK

Art Post (Guest) · 7/14/073:23 PM

replaceable components business model which enables printers to manage costs, control image quality and optimize profitability. DIGIMASTER for High-Speed Monochrome The KODAK DIGIMASTER EX Digital Production System builds upon the proven quality, performance, productivity, and flexibility of Kodak’s award winning DIGIMASTER technology to address the demanding needs of print buyers for faster turnaround time, new and creative print on demand documents with quality and sophisticated finishing. The

Art Post (Guest) · 7/12/0710:34 PM

Microsoft Office environment. Designed as a fully scalable document management solution, iTag users can add additional MFP device connections as workflow volume increases, or can upgrade to KYOcapture as their document management needs grow to enterprise level. iTag is available through authorized Kyocera dealers at an MSRP of $15,000. To find the nearest dealer, or for more information about Kyocera’s award-winning line of monochrome and color MFPs and printers visit Kyocera Mita America's dealer

Re: RBS and DMAP/RMAP

Old Glory · 7/12/0711:18 AM

salesreps and managers with numbers to hit without regard to how they do it...pretty much just as it is with us. One of the differences between RBS and independent reps is that the RBS reps probably have direct access to all of the promotions and programs that Ricoh offers where pretty much everyone on P4P only has access to those things passed down by their ownership. I guarantee that many here would not even know about DMAP6 cost for non-profits and local govt's because of US Communities if it

Art Post (Guest) · 7/12/0711:39 PM

Samsung CLX-3160Fn Color Laser MFP P/S/C/F 4ppm Color/16ppm Mono PictBridge Manufacturer Part# CLX-3160FN CLX-3160Fn Color Laser MFP. Imagine a simple and fast way to connect your camera or phone directly to the printer. Samsung's CLX-3160FN provides USB ports for you to instantly print various image files. The CLX-3160FN also features a USB Direct Scan feature and NO-NOIS technology. Product Name CLX-3160Fn Color Laser MFP P/S/C/F 4ppm Color/16ppm Mono PictBridge Multifunction Devices Fax

Re: New W2400 pricing!

skbens (Guest) · 7/10/0711:47 AM

My biggest concern is the lack of acknowledgement from Ricoh that color scanning is going to be a big deal. I've already lost a couple of deals to Kip's color scanning capabilities. They've actually been able to beat my price on the 240W with color scanning capabilities included on theirs. I'm not sure what Ricoh is thinking with the discounts to WF only dealers and not to full line dealers. Seems like another way for the dealers to fund Ricoh's market share expansion. My dealership bought up a

Re: New W2400 pricing!

Art Post (Guest) · 7/10/075:18 PM

print embedded solutions for the w2400-w3600 such as Print Director, Equisys, and Sepia Line. In talking with people from Ricoh we will have a color scan solution and also a print only version of the w2400 in the near future. As more is passed along to me, I will share as much as I can so we can have a heads up and be able to move these moves once they hit the street! I can't wait for the print only version, that system is goona lick some butt and allow us to add the priunt version to existing

Topic

iR5000i help please

Art Post (Guest) · 7/12/075:46 PM

After Lexmark's announcement on July 9 that its financial results for the second quarter of 2007 will be lower than expected, some pundits are painting a dim picture for the printer OEM. A Forbes.com article puts the source of Lexmark's troubles plainly: "Today, however, Lexmark’s woes have nothing to do with a tech bust. Simply, customers are not buying Lexmark products." The company expects earnings per share for the 2Q to be in the range of $0.62 to $0.67, including an expected tax benefit

Attention Sales World… It’s Difficult To Build Long-Term Sustainable Relationships With A Transactional Mindset

Larry Levine · 7/10/228:07 AM

"Approaching people looking for something in return isn't a relationship, it's a transaction.

Mark Manson

You can have a slew of transactions or a slew of meaningful client relationships, but you can't have both.

What types of conversations are you having with your clients?

I'm here to inform everyone in sales... It is extremely difficult to build long-term sustainable client relationships with a transactional mindset and conversation set.

Think long and hard for a moment about what was just said... now think about your client interactions.

Now answer me this...

Are you creating transactional customers or transformational clients?

Sales and business in general is deeply rooted in transaction, with many in sales taking the Jerry Maguire approach of “Show me the money!”

In other words, I give you the goods and you give me your money. Simply stated, nothing more, nothing less.

I believe that salespeople and sales managers who are focused solely on getting their 'customers' money in exchange of goods are entering into treacherous territory.

This territory is replaceable, unsustainable and commission breathe driven.

To further reinforce this, I will refer toDan Sullivan who is with Strategic Coach as he goes on to say, "Savvy entrepreneurs focus on transformation."

Let's apply Dan's quote to the sales world and twist it up...

Savvy sales professionals focus on client transformation

To provide your clients with a transformation is to truly serve them, go above and beyond their wildest expectations, constantly looking out for the best interests, all while providing them with the greatest results, and this would business betterment.

I believe client transformation comes with peace of mind, a sense of accomplishment and more importantly, a sense of purpose.

Transactional sales mindsets struggle with the following...

Knowing something about their clients as a person
Knowing about their values and trusting their good intentions
Understanding their priorities and challenges
A regular and consistent cadence of communication, even if there is no “urgent” topic to discuss (like trying to sell them something)
Intentional curiosity and a sincere interest in their well-being
High trust and deep commitment to each other’s success

Allow this quote to sink in for a moment, courtesy of Janet S. Dickens

“The wings of transformation are born of patience and struggle.”

With trust and credibility constantly being placed under a microscope, it's imperative for all salespeople, sales managers and sales leaders to develop patience.

TRANSFORMATION STARTS WITH PATIENCE

"Patience is a virtue" We've all heard it. It's a famous saying that's been around for generations.

What does it mean to be virtuous? Or to be patient? And how can this be applied to sales?

According to Strong’s Concordance, the word "virtue" in Greek means to be of moral excellence or goodness. Being virtuous is producing goodness from the Fruits of the Spirit. Being patient is also a part of the Fruits of the Spirit. So, how many times a day do we produce these fruits? How many times a day do you produce these fruits for your clients?

To quote,Galatians 6:9: - “Let us not become weary in doing good, for at the proper time we will reap a harvest if we do not give up.”

How can you do good for your clients, look after them and then reap the rewards when many of you operate with a transactional, "all about me" mindset?

Patience... The one word in sales that many struggle to comprehend.

Patience and purpose driven conversations are one of the strongest tools you have to effectively build meaningful and transformational relationships with your clients.

The way you open a conversation will directly impact what happens next. It's the direction you take these conversations along with the strategy behind all of it, which determines this... a customer transaction or a client relationship.

You see, conversations build relationships, relationships build businesses and therefore, you never know when one transformational conversation will lead to exponential revenue growth.

TRANSACTIONAL MINDSETS ARE ONLY FOCUSED ON THE SALE

If you're running around trying to find the next "deal", I am going to ask you to stop and think about the longevity this has and the mental punishment you're putting yourself through.

It's this mindset that reduces the customer relationship to nothing more than a one-sided extraction of value.

This transactional mindset based on pitch and pounce has tarnished the profession.

The race to the bottom is occurring at rapid rates within many sales channels. Undercutting and monumental discounts is not a long-term business strategy. This approach is not only unsustainable but puts your customer relationships at risk.

Transactional relationships are expensive and unsustainable

These transactional conversations may lead to short-term growth but long-term failures... All at the expense of your customers.

TRANSACITONAL MINDSETS

A transactional mindset and the associated behaviors are felt by your customers. I promise you that at some point these will be replaced by a better transactional conversation.

Why do I say this? Because this mentality keeps you cruising along within the sea of competitive sameness.

How likely will your customers become clients and come back for more if you continue to deliver a transactional type of experience?

I sincerely believe you are missing out on a monumental opportunity to become a part of your clients’ lives, by operating with a transactional mindset.

Transactional mindsets alienate, transformational conversations build client communities.

TRANSFORMATIONAL CONVERSATIONS ARE SUSTAINABLE

I believe we do need some transactional type conversations in our daily sales lives, however; there are plenty of opportunities to move those conversations to transformational.

It's about quality over quantity! I believe deep and meaningful transformational conversations are more powerful and effective than transactional ones.

Authentic transformation happens outside your comfort zone

Transformational conversations require you to be open in engaging with another individual without knowing where the conversation will go. There's no hidden agenda or deception.

"I think for any relationship to be successful, there needs to be loving communication, appreciation, and understanding."

Miranda Kerr

Think about the above quote... How can you develop loving communication, appreciation and understanding with a transactional mindset? Simple, you can't.

Sales professionals with a transformational mindset:

Do not seek out predetermined outcomes
They ask powerful questions
They listen deeply
They acknowledge and are supportive

With transformational type conversations you must open your heart, share your wisdom, and your purpose. You must be willing to give in order to receive.

A transactional mindset yields short term satisfaction whereas a transformational mindset becomes a part of your foundation. It's encompasses the being of who you are and how you see the world.

A transformational approach to your client conversations is where you explore...

Dreams
Fears
Doubts
Possibilities
Aspirations

Transformational conversations, transformational relationships, transformational experiences, and Selling from the Heart is sustainable.

I will leave you with this... Transactions are replaceable, transformation is irreplaceable.

https://www.sellingfromtheheart.net/book

Would you like to increase your sales success and fulfillment?

This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.

If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.

You can get your copy here - https://www.sellingfromtheheart.net/book

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This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry Ten Years Ago

Art Post · 7/9/2210:30 PM

This Week in the Copier Industry Ten Years Ago

Second Week of July 2017

sponsored by

Cloud opportunities are exploding! Whether it's document management with the likes of DocuWare, serverless printing (aka Cloud Print) with EveryOne Print, or Cloud Faxing , the move to the Cloud for services is real. We need to dig deep with our existing accounts because they are our gold mines. In addition introducing cloud services to net new client is a great way to seed your future additional services, and hardware.

Print Audit Premier a successful win for a dealer and how much money the dealer made

Art Post (Guest) · 7/11/1211:28 PM

" the customer. Print Audit Community Sign In Home Free Trial Products Print Management Products Dealer Sales Tools Print Audit Webinars Testimonials Testimonials Database Dealer Video Testimonials Dealer Case Studies End-User Case Studies Support Support Portal Tutorial Videos Technical Documents Software Updates About our Support Knowledge Base Discussion Forum Contact Contact Us Find Print Audit Dealers Careers About Company Profile Awards Major Clients News Articles about Print Audit Premier

://investor.lexmark.com . If you are unable to connect to the Internet, you can access the call via telephone at 888-693-3477 (outside the U.S. by calling 973-582-2710) using access code 93473401. About Lexmark Lexmark International, Inc. (NYSE: LXK) provides businesses of all sizes with a broad range of printing and imaging products, software, solutions and services that help customers to print less and save more. Perceptive Software, a Lexmark company, is a leading provider of process and content

Topic

Canon Selected as One of Interbrand's 50 Best Global Green Brands of 2012

Art Post (Guest) · 7/13/1211:06 PM

LAKE SUCCESS, N.Y., Jul 13, 2012 (BUSINESS WIRE) -- Canon U.S.A., Inc., a leader in digital imaging solutions, announced today Canon has been honored as one of the 50 Best Global Green Brands by Interbrand, the world's leading brand consultancy. This year, Canon ranks number 29 on the list of all global brands, and number eight on the list of companies headquartered in Asia. Interbrand recognized Canon's ongoing commitment to sustainability through its expansion of eco-friendly products, as

Re: Oce:CBS::Ikon:RBS Simple Math

fisher · 7/9/129:03 AM

In my area Canon Business Solutions is known as the biggest snakes in the industry. You can only 3-5 so many customers and leave them upside-down for so long before word spreads in the local community that you are a bunch of crooked used car salesmen. I'm sure my area isn't the only one where they have earned this reputation. As for Oce' I can't think of a more backwards company. Good luck to them all.

Re: Oce:CBS::Ikon:RBS Simple Math

jack carroll · 7/9/1211:19 AM

How true this all is. Ricoh bought Savin, Lanier and Ikon and in each case Ricoh let them take over. Look where they are now and look what they inflicked on there small to medium size dealers. They are getting what they deserve.

Re: Oce:CBS::Ikon:RBS Simple Math

yeti · 7/9/1212:27 PM

Here is what I don't understand they Lied about their revenue, they lied about their machine base, Ricoh paid millions back to customer, and they are still in control. with Oce its a different story most people from Oce are in sticker shock. They cannot believe how much Canon stuff costs. it will be pretty interesting to see how they unfold for the remainder of 2012. now I wonder Who's next? for a "HOSTILE TAKEOVER"

Re: Oce:CBS::Ikon:RBS Simple Math

Larry Levine · 7/9/129:06 PM

Vince I concur. When you sell value price doesn't equate. When there is no perceived value price becomes main objective. I have yet to find a direct branch that gets this whether it be Ricoh or Canon. Good times to be independent!

Member

MBohen

Member

Peter Ryan

Re: My latest issue with my job....

montecore · 7/11/123:06 PM

Old Glory....you make some great points. What does 11% MU mean? I have not seen a straight commission copier job. It would be hard to make a decent living and scary for a new rep. This industry is getting very frustrating as there are no margins in many deals because the costs are becoming so high. Then on top of that you have Ricoh dealers coming in 40% lower than anyone. It does not matter if I had the best relationship in the world with the customer or you sell the value. It is crazy

Re: istyle mfps and mobile printing

VinceMcHugh · 7/15/128:36 PM

Hey Guy, ALL Ipad, Iphone printing requires either PS od a Direct Print Kit. Canon & EFI too! Vince

Topic

Oce:CBS::Ikon:RBS Simple Math

Art Post (Guest) · 7/8/127:58 PM

!!!! But I digress…. The Canon Business Solutions (CBS) “merge” with Oce is on the horizon. It is no secret that CBS has not performed well, and did not by any means fill the void in Canon’s distribution in the USA that was left by the Ricoh..... go here for more!

Topic

The Week in Imaging Seeks Nominations for 2012 Elite Dealer Awards

Art Post (Guest) · 7/10/127:45 PM

scott@theweekinimaging.com or call (609) 406-1424 Deadline for Nominations is Sept. 7, 2012. Winners will be announced and profiled in The Week in Imaging throughout the month of October. # # # About The Week in Imaging: The Week in Imaging is an online, news and information resource that serves sellers of imaging technology, solutions, supplies and services, including independent dealers, VARs, and sales and service personnel in manufacturer direct branches. Content is developed by Scott Cullen

Re: Oce:CBS::Ikon:RBS Simple Math

Art Post (Guest) · 7/9/121:50 PM

unfortunatly it was under the guidance of Jim Ivy and SAvin

Re: Oce:CBS::Ikon:RBS Simple Math

VinceMcHugh · 7/11/124:26 PM

Larry, I agree it is a great time to be an independent! Art, When I was at Ricoh - RBS the Ricoh leadership was more concerned about all of the branches being THE SAME then they were about each individual branch succeeding. What made me loose respect for the Ricoh Management team was they did not respect individual achievement. So even though my branch hit our triple crown numbers they dismantled what we had put in place, what made us successful, because they wanted all branches to be the

Member

Gustavo

Member

chrismandley

Member

SGCopier

Re: My latest issue with my job....

Larry Levine · 7/8/129:27 AM

Hey Art I was thinking...... I would not worry about the salary. They may be doing this because this business is tough for entry level salespeople who are trying to build a base. What I would be more concerned with is the commission aspect. Negotiate higher GP % for new business or set up GP gates as a a thought to offset the salary. I think you will be viewed in a new light if you bring to the meeting ideas to improve rather than turn it into a "*****" fest.

Re: My latest issue with my job....

fisher · 7/9/129:14 AM

When I started in sales many years ago my base was more than double what it is today. It stepped down after six months and then again after a year. A new rep isn't going to make it in this business if he has to start out on commission only. He'd starve to death. Perhaps you don't have the whole story on the new rep's plan?????

Re: PSIII module for MPC2050 HELP

Jomama · 7/9/1211:56 AM

just a caveat. a "used" PS card may not work in a different copier, even if its the same model.

Re: My latest issue with my job....

Old Glory · 7/9/1212:11 PM

I've been on all sides of this argument. First of all, all salesreps hate new comp plans, myself included. We tend to focus on what was changed to the negative. The best way to take emotion out of it is to calculate commissions using last years sales and the new comp plan or in this case both comp plans. It is time consuming but may be eye opening. The data will help you justify your position when you meet with managemment. Sometimes a new comp plan has an unexpected result that management did

Re: My latest issue with my job....

montecore · 7/10/128:21 AM

I would be careful asking for a higher quota because that can be more of a challenge to obtain. Are you on a GP plan or revenue plan? Most people I have spoken with in sales would take a lower base and uncapped commissions. That is where all the money is located. We are all in sales to make money. It is when you hit your quotas, bonus, gates and any other incentives. Usually if you get a higher base then the commissions are adjusted and lowered. I would be interested in hearing what

Re: My latest issue with my job....

Old Glory · 7/10/125:20 PM

[QUOTE]Originally posted by montecore: Wow....I want to work for your company. Can't say that without knowing the basis for their sales rep cost-of-goods. 35% commission may sound good until you find out that the sales reps cost begins at dealer cost plus 20%. I'd rather have 25% of GP with a cost of dealer cost plus 10%. Also, does the dealership add points to the lease rate? That's an easy way for dealerships to trim more profits before calculating salesrep's GP/commission. 35% of nothing is

This Week in the Copier Industry 5 Years Ago

Art Post · 7/7/2210:12 PM

This Week in the Copier Industry Five Years Ago

Kenji Sato Named as President and CEO of Canon Information and Imaging Solutions, Inc.

Art Post · 7/10/1711:11 PM

every position that he's held, most recently helping implement Canon's information technology initiatives," said Joe Adachi , chairman and CEO, Canon U.S.A. , Inc. "We are confident that Mr. Sato's current role with Canon U.S.A.'s Information Technology Group will translate well to his duties as President and CEO of CIIS, where he will provide the expertise and leadership necessary to continue Canon's role as an industry leader providing innovative solutions to our customers. I'd like to

Re: Detroit Tigers Select Toshiba Official Copier Provider

Art Post · 7/10/1711:14 PM

Put a Tiger in Your Copier! oops, that was EXXON or was it ESSO

Comment

Re: Imaging Channel, Let's Become the Innovation Channel!!

Art Post · 7/12/178:09 AM

every nook an cranny crammed with devices that print, in fact there were more than 20,000 attendees. There was excitement with these devices. I agree that office print is on the downward trend in the US. Overall though I believe the imaging industry as a whole is growing with these niche devices. I also think it won't be long before other manufacturers turn their sites towards this huge potential of consumables.

Topic

Toshiba e-Studio Erasable Toner 4508LP Questions

Art Post · 7/12/1711:03 PM

Hoping someone can help me with some questions about the above device. 1) The entire paper erasing unit is now embedded in the device right, no more dual device configuration. 2) I'm showing the MSRP at $15,420 for the base unit is that correct and does that include the paper erasing unit? 3) What is the MSRP cost for the blue toner and what is the yield of that toner? 4) Is there a plan to include the blue toner with a cost per page model? 5) So you have a cost per page model for the blue...

Topic

Ray Stasiezcko · 7/10/1711:45 PM

their relevance over the reality of their impending death. Look at the Copy/Print industry as they continue believing more on the value of printed pages than that of their customers, or examine the Cable industry as they continue living in denial of the power of Facebook, Amazon, Google, or Netflix, their competitors who are rapidly replacing them with a better experience. We could add many to the list. No one wants to admit they are becoming irrelevant, or discuss how they could be defeated

Image Premium

Intro email Ricoh ICE

Art Post · 7/13/179:59 AM

File

Meet the Constitution legal MFP

Art Post · 7/13/179:49 AM

Comment

Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For

Art Post · 7/10/1711:07 PM

take a loot at the attached file about Leasing

Comment

Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For

Art Post · 7/11/1710:23 PM

I received the below message via email yesterday. It's from Kevin Clune (President of Clune Company LLC). I've known Kevin for years and appreciate his insight with leasing. Art, we haven’t talked in years but I still follow p4p. I liked your article about copier leasing but I thought I’d show you the attached marketing piece which shines a spotlight on some of the leasing industry’s most effective/injurious revenue enhancers. It’s a constantly evolving landscape as our industry is almost

Topic

Ted Dezvane to Lead Xerox’s Managed Document Services Business

Art Post · 7/13/1710:34 PM

NORWALK, Conn. – Xerox announced today that Ted Dezvane will lead the Managed Document Services (MDS) organization. In this role, as part of the commercial excellence leadership team, Dezvane will focus on expanding Xerox’s document services market share and helping it retain the position as the top MDS leader in the world. "My goal is to extend Xerox’s leadership in the document outsourcing markets we created a generation ago," said Dezvane. “To do this, we will keep clients and channel

Blog Post

Art Post · 7/13/1710:42 PM

-on (SSO) as a service to customers White-labeled sales and marketing materials to bolster the MSP selling process Educational webinars for prospective MSP clients to help drive service demand A new, immediate stream of monthly recurring revenue Based on the trusted AuthAnvil platform used by thousands of customers worldwide, AuthAnvil Security-as-a-Service is available today for all Kaseya customers. For more information on AuthAnvil Security as a Service visit: https://authanvil.com/msp-solu

Topic

Contex Launches IQ FLEX Flatbed Scanner

Art Post · 7/13/1710:43 PM

digitally capture books, fragile documents, textiles, artwork and more. The IQFLEX can save files in standard file formats or raster format for use in any CAD or GIS application such as AutoCAD, Microstation, and ArcGIS. It also includes a 64-bit TWAIN application driver for use with EDM and other imaging software. Scanned images can be archived or shared via network PCs, email, cloud, or USB. Customers can also send files to print using the preinstalled HP, Canon, EPSON print drivers. The IQFLEX

Re: Need help for Canon pricing for diffferent end users

BCarroll · 7/14/178:25 AM

There is a B&W 6565 and a 6575- no 70 ppm model! I will pm you-

Re: Need help for Canon pricing for diffferent end users

Art Post · 7/14/178:32 AM

Re: Need help for Canon pricing for diffferent end users

Art Post · 7/14/175:04 PM

Thank you for your help today, the info in the PM was awesome!

Re: Chromebooks and Usage Tracking on canons

Jason H · 7/10/173:11 PM

I am going to put paper cut in this first office, pay for it myself since I told him everything would work fine, and then charge him for the remaining 4 offices when we upgrade everything. Its come to the point of either doing something like that or taking back the deal. Paul, He doesn't want to do the work to make it all workand has told me the process to install the cloud print is to cumbersome and long and wants Canon to write him a script to install it every time he hires a new agent

Topic

DocuVieware HTML5 Viewer and Document Management Kit v3 New Major Release

Art Post · 7/11/1710:42 PM

make the acquisition process easier for end users. New Comment feature and built-in Snap-In: DocuVieware 3 provides a new built-in rich user experience Snap-In that allows users to add, remove, and edit comments. Comments statuses and discussion support make the collaborative document review process easy for users. This comment feature is available for PDF, TIFF, and the hundred other formats supported by DocuVieware. Printing support: Header and footer have been removed when printing in Chrome

Topic

Shamrock Solutions Partners with Concerto Cloud Services to Accelerate Cloud-Based Enterprise Content Management

Art Post · 7/13/1710:36 PM

applications across the Perceptive Content and Intelligent Capture product stack. "As organizations continue to move their software stacks to the cloud, it became clear that Concerto and its approach to cloud services was the perfect match for Shamrock," said Tyler Groepper , vice president of Sales, Shamrock Solutions. "Concerto's extensive history in hosting ECM, specifically Perceptive Content customers, has made an immediate impact on the services and solutions we provide to our customer base." The

Topic

EFI Emphasizing Digital Textile Ecosystem Benefits at Avanprint Exhibition

Art Post · 7/13/1711:03 PM

accurately convert designs into printing data, handling even the most challenging jobs with the finest details, the largest color range, and the highest quality demands. Printing: EFI Reggiani printing solutions offer a digital printing process with a full range of water-based inks. This eco-friendly, green production technology delivers stunning colors and color fidelity for striking fashion and sportswear designs. EFI Reggiani printers are very versatile in their capabilities, and can print

File

14-Look Here.pdf

Art Post · 7/10/1711:09 PM

Leads

Lead for Color Copiers in New York

Art Post · 7/7/229:57 PM

see attached file

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