Tagged With "LinkedIn"
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Re: State of the "Art" Sales Technology
Hey Jeff, Art's Box Approach (I believe) is using 4 different methods of communication: Phone Call LinkedIn Email In-Person Cold Call You "box" the prospect in until they finally give you the time of day. Using all 4 methods of communication ensures that you are optimizing your ability to reach the DM via his preferred method.
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Re: State of the "Art" Sales Technology
Okay, thanks! I have the phone call, Email, In-person aspects covered. I use LinkedIn to find the right person—I don’t use it for communicating with them yet. I’ve tried to get referrals from people who are linked to them, but no success with that. My sales rep uses LinkedIn to continue my efforts. JeffR
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Re: Telemarketing & The Person with the BAD Attitude!
I agree to a certain extent, Art, but at the same time, our industry has a deservedly bad reputation for being overly-persistent in efforts to reach prospects. The way in which people evaluate products, services, vendors, etc. has completely changed due to the wealth of information that is available online. Many buyers now want to know what they want (especially in up & down the street accounts) before they ever agree to talk to a salesperson. There are only so many hours in a day, &...
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Re: Ask & You Will Receive
Hi All I am running into an issue often with leasing when it comes to organizations under 2 years in business, or in some cases limited business credit history and not all of the " Partners" of that organization who are willing to do a PG not listed on the State SOS filings. I have tried multiple leasing companies and other financing avenues and have been unsuccessful getting a financing solution for the client short of asking them to pay for the equipment upfront which is not ideal. Does...
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Re: Linkedin success with DM's
In my experience, connecting with c-level execs on Linkedin has about the same success level as picking up the phone or e-mailing. Since you have more visibility into the execs work history, interests, and connections, LI can feel like the "magic prospecting pill" when in fact it is just another avenue to try and establish connection. Whatever ratio you put into number of phone calls, translates to number of meetings, translates to numbers of sales. The same formula holds true for messaging...
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Re: This Networking Email Has a 96% Success Rate [Template]
There's some excellent content in this, especially the part about "asking for advise an or help"
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Re: 3 Ways Copier Sales Reps are Nailing Net-New Quotas Using LinkedIn
Thanks Art. Glad you enjoyed.
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Re: 5 Reasons Why Leaders Of Copier Dealerships Should Have Strong LinkedIn Profiles
Excellent stuff, Larry!
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Re: 5 Reasons Why Leaders Of Copier Dealerships Should Have Strong LinkedIn Profiles
Thank you so much Petra. This is so important that executives understand the impact they could have by becoming evangelists of their company socially as well.
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Re: 5 Reasons Why Leaders Of Copier Dealerships Should Have Strong LinkedIn Profiles
Larry I believe, you believe it, yet it seems to me the involvement of "C" level execs on LinkedIn is very low, unless they are all lurkers. There's only a handful of "C" level execs in our industry that promote, inspire and engage. One of my biggest concerns with LinkedIn is that most "C" levels execs either don't have the time or are too busy running the ship to become active. Maybe that next generation may turn the tide with LinkedIn, but for right now, I know more Boomers that are much...
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Re: 5 Reasons Why Leaders Of Copier Dealerships Should Have Strong LinkedIn Profiles
Art, Nice comments. Love the Promote, Inspire & Engage! Just as the dealership website is a necessity so is their LinkedIn presence as well. Most don't give a second thought but they should as this directly affects their image. Setting aside 30 minutes per day is not asking much. Set the example.
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Re: 3 Ways Getting Involved In Community Service Can Help Copier Sales Reps Enhance Their Sales Success
Larry, I missed this blog post. I completely agree with everything you stated. It is hard at times for people to not think about what they will get for themselves out of volunteering at certain times. Personally, I volunteer for several charities, organizations, and causes and eventually people take notice and board seats start coming open and business starts coming back to you. It is not quick but when you get "in" with the crowd you will most often times be rewarded with business all the...
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Re: 3 Ways Getting Involved In Community Service Can Help Copier Sales Reps Enhance Their Sales Success
Thanks Jason! Community service is rewarding in so many ways both personally and professionally. Boils down to making a personal commitment to yourself to help. This comes back ten-fold. Rome wasn't built in a day!
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Re: How Social Turns Sales Reps Downtime Into Prospecting Time
I was just thinking about this yesterday and this morning. If you have a day packed full of appointments, it's difficult to "work" between sales calls because you don't have enough time between each appointment to dive into anything except responding to a couple of quick emails. But with social media, you can use that in-between time to drive new business conversations and maintain productivity. Great reminder that we can always do something to Always Be Prospecting.
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Re: How Social Turns Sales Reps Downtime Into Prospecting Time
Social and how a sales rep uses it can greatly enhance prospecting. Think of the social phone! The interenet is never closed when it comes to prospecting.
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Re: How Social Turns Sales Reps Downtime Into Prospecting Time
Over the years, having the ability to post, comment, share and like content day or night is awesome.
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Re: Why Should I Talk With You Continued... Don't Be An Empty Suit!
I had an existing client (they were net new three years ago) for paying attention to details and providing them with the previous order docs, along with a review of what they spent with us last year all in one tidy report. And yes the last three pages consisting of a new lease, new MA and new order agreement with "sign here" stickers. Yes, I was upgrading my base That DM asked, do you mind if I sign them and send them to you tomorrow? I caved and stated that would be perfect, but I did tell...
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Re: A Funny Thing Happened while Phone Cold Calling Today
Have not sold I years but IT guys like glory. Use the Realestate companies name and linkedin that and look for the person that claims to be IT.
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Re: A Funny Thing Happened while Phone Cold Calling Today
I love it when people say that. I have pointed it out to people and actually sold them a system after they realized how stupid they sounded saying they didn't accept calls/drop in's from Sales People. I have politely told business owners down to receptionists that I hope their sales reps are not treated the way I was when I walked into their office when they are in the field trying to earn a potential clients business.
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Re: A Funny Thing Happened while Phone Cold Calling Today
If I could make sixty calls in one day I would feel like Superman. What's your secret? My current process is: a) Research the prospect and company b) Write out a potential value proposition c) Contact the customer to schedule an appointment d) Depending on the outcome, follow up with an email or LinkedIn message 4 calls per hour * 6 hours = ~ 24 calls / day
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Re: A Funny Thing Happened while Phone Cold Calling Today
Art, When I have run into this, I call the sales people. They know how hard it is to find out information and get connected to the right people. They are usually sympathetic and helpful! Haven’t found one yet not to be! JeffR
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Re: Over the River, Through the Canyon of Hero's, it's off to Linkedin Copier Sales Roadshow I Go
I'll be in Chicago next week for this. Looking forward to seeing what Larry can offer us.
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Re: 3 Sales Stages Copier Reps Can Use Content To Close Net New Business
Thank you Art. Glad you enjoyed.
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Re: Linkedin Copier Sales Road Show - Chicago
Jason wow my man! Thank you so much. Bringing real world applications to the masses. I am glad you enjoyed! I so enjoy sharing what worked and how this relates to growing business. In the end, it is about adapting new techniques while staying true to the core foundation of what we do best, outbound prospecting. Thank you Thank you Jason.
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Re: Linkedin Copier Sales Road Show - Chicago
I attended the Chicago show also & it really was eye opening. You hear a lot of talk about how social media can help you increase sales but Larry really did explain it in a way that can be understood & implemented in our day to day business plan. But he does stress to implement his ideas on top of your usual day to day prospecting & hunting for new accts. Great stuff Larry. It was the 1st Social Media type of Sales Seminar I attended. I was a bit skeptical but I see where it...
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Re: Linkedin Copier Sales Road Show - Chicago
Spot on Jason! Not only is Larry very knowledgeable about Linkedin, he is such a wonderful person who will always be available to have a conversation with you. So glad to hear the Roadshow was a great experience for you! Good selling.
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Re: Linkedin Copier Sales Road Show - Chicago
Sounds like a millennial approach. Always good to uncover ways to reach good prospects. The more you learn the more you earn.. Good luck good selling...
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Re: Linkedin Copier Sales Road Show - Chicago
Art, VBS loved Larry! Our company took LinkedIn classes from him once a week and even though some of us felt we were LinkedIn aficionados, we were definitely taught a few new tricks. Love his approach and he's always there to answer questions and help anyone out.
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Re: Linkedin Copier Sales Road Show - Chicago
Thank you all for your comments. Whether you are tenured sales rep or a new sales rep we all must be open and willing to adopt new sales methodologies to align with the modern buyer. If a baby boomer like myself can adapt you all can as well.
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Re: Linkedin Copier Sales Road Show - Chicago
I wasn't sure what to expect from my buddy Larry today, wait..., let me take that back. Larry Levine is a true professional and I expected nothing less than the awesome presentation he gave. While, I'm an avid user of LinkedIn, I was able to walk away with addition nuggets that will help me garner net new accounts when using LinkedIn. Larry's done his homework, and it's shows in the presentation. Phoenix and San Francisco, get ready for some awesome content!!!
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Re: ‘Make a Difference’ or ‘Make a Profit’ with Selling Copiers
Art, Thanks for your kind introduction! Martin
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Re: Why I'm So Past Reading Sales Blogs on Linkedin
I guess I will be the one who steps outside the box here and rock the boat a little. I'm not saying that this Blog is 100% correct but he has some good points. I am looking at my numbers from the year before...up 19% and thinking to myself what was the biggest change I made last year to get that kind of a bump. I made quite a few changes, I worked hard of course but I worked hard in 2015 too. One of the biggest changes I made that when interacting with my prospects I worked like I didn't...
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Re: Why I'm So Past Reading Sales Blogs on Linkedin
Kyocera Guy I appreciate the comment! Glad you rocked it with a 19% increase in revenue. I would rather read content from you and others that are actively selling rather from those that are either too far removed from sales or those that have never sold anything. Ty again for the comment!
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Re: Why I'm So Past Reading Sales Blogs on Linkedin
While that blog has some valid points, much like Art, I'm more inclined to think "when's the last time that writer took off their headset and actually pushed some pavement or had a face to face meeting?". While there is something to be said about not hard closing all the time, it's got to be done but with some skill. In my nine years doing this, each sale is different in that there are some customer that want to be hard closed and others that have their own way of making a decision. One...
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This Week in the Copier Industry 5 Years Ago, The Last Week in September 2013
Wow, has it really been 5 years since the launch of Ricoh ICE. Well the threads from 5 years ago state it is. In addition I posted up a thread about copier demonstrations. Check em when you have the time. Enjoy the threads from 5 Years ago this week! 10 Awesome Tips for a Great MFP/Copier Demo Re: Adobe PostScript vs. Emulation IPS · 9/23/135:27 PM Czech is correct: there are Ricoh printer models with non-Adobe PostScript as well as 3rd-party Adobe controllers for Kyocera, Konica Minolta and...
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What I received today was an order for $45k
I put this on Linkedin last night, and forgot to put this here also. Don't want to talk too much about the order because it's signed but not delivered yet. In addition there may be addition revenue behind this. I hope you all can understand. I don’t have a fancy picture, nor a creative meme hashtag # memes and not even a fancy sales gimmick to tell you about. What I received today was an order for $45k from an an account that I’ve been stopping in for 30 years! I’ve lost so many times over...
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Lexmark’s Kinlaw Recognized Among CRN’s Top 100 Executives
Lexmark’s Kinlaw Recognized Among CRN’s Top 100 Executives Lexmark, a global imaging solutions leader, announced today that CRN ® , a brand of The Channel Company , has named Sammy Kinlaw , Lexmark vice president, worldwide channel and OEM sales, to its 2018 list of Top 100 Executives. This annual list recognizes leaders from the technology industry who have played an integral role in shaping today’s IT channel, whether by driving huge cultural shifts, creating rich new opportunities, or...