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Tagged With "prospects"

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Re: A Classic Way to Create a Sense of Urgency in Your Prospect [Roleplay]

Art Post ·
Ok, I get it, you bring out the pain in advance and have the customer tell you in advance what will happen if they don't act now. All of this is easier said than done.
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Re: COVID19 "Remote Working" Day Forty-Three of Sales

SalesServiceGuy ·
I just created my own YouTube channel doing product videos with future ones planned mostly focussed on MS365. https://www.youtube.com/watch?v=_OotckdOtEg ... and I am working Linkedin a lot more in different ways. Most of the people I know say they have never gotten a lead from Linkedin. They think of this site as a static business card talking about who they are and not what they can do for the customer. They never post to Linkedin. Like most things, Linkedin requires almost daily work to...
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Re: COVID19 "Remote Working" Day Forty-Three of Sales

Art Post ·
SSG that's an awesome video! You can send links to clients, and direct them to your channel. It's a virtual demo that keeps on giving. Kudos I have some of the same issues with getting appointments through Linkedin, however I know of several peeps that use Linkedin as their only source for prospecting and they are doing well. I will keep working it since I have a Navigator account now
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Re: 57 Days of Selling Copiers "Day 10"

Kyocera Guy ·
I know feast or famine right? I feel your pain but luckily not this month.
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Re: 57 Days of Selling Copiers "Day 10"

Art Post ·
ty! I've had feasting for three months, now it's time for payback
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Re: 57 Days of Selling "Day 16"

Kyocera Guy ·
Quick question Art. I am starting my pipeline for 2017. I have a goal set but my question is what % of that goal should I already have in my pipeline before the year starts to hit my annual goal for next year. Just your thoughts.
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Re: 57 Days of Selling "Day 16"

Art Post ·
My quota is 720K for the year. Thus, I need three times that in my annual pipeline. On any given month, I need to have 180K in my pipeline. Pipelines are a moving number, you add some, you take away some. Hope this helps
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Re: 57 Days of Selling "Day 16"

Kyocera Guy ·
That helps and is a little painful at the same time. I've got some work to do.
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Re: 57 Days of Selling "Day 16"

Czech ·
Art, how do you create a funnel of 180k each and every month? What constitutes an "opportunity" in your mind: a) A customer who is actively looking for a solution you offer or B) Someone that you've determined (not the customer yet) has a need for a solution you offer?
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Re: 57 Days of Selling "Day 16"

Art Post ·
Never ever stop prospecting is the key. Always adding and subtracting. I would say on average I keep about $100K of deals I think can close in 30 days. I focus on 180 because 2/3rd of them will either roll, or lose. 90% of the time, I will wait until the first contact to determine if that appointment is an opportunity. Once it's in the funnel, I then determine when it may have a chance to close. If's it's more than 50% it's going in the 30 day close funnel
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Re: 57 Days of Selling "Day 16"

JeffR ·
Art, You had mentioned a monthly customer contact email that you do—you were going to send a copy of that—where can I find it? Enjoying your 57 Days of selling—learning a lot! Sue
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Re: 57 Days of Selling "Day 16"

Art Post ·
Re: 57 Days of Selling "Day 16"
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Re: 3 Things Sales Reps Must Use So They Don't Look Like Sales Monkeys With A Loaded Gun

Art Post ·
Kind a reminds me of the "six foot question". TY
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Re: 7 Signs of The Utterly Average Copier Salesperson

Steve Spencer ·
Work ethic is everything, if you want to succeed, Gary.
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Czech ·
Art, this is your best post yet. Just goes to show that even the best of the best have to work hard for their sales!!
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Wallingford ·
Hey what do you guys think of the Frank Rumbauskas and Never Cold Call theories.
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Art Post ·
I've never read it, do you have a link to it or something you can email me?
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Don Sweet ·
Hi Art, after 33 years in the business you have caputered what many of us we would like say. But I have 5 years to go so I iwll hold onto your list. Thanks for the great read.
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Wallingford ·
Originally Posted by Art Post: I've never read it, do you have a link to it or something you can email me? Along with I am sure thousands of others, I receive a daily email asking me to sign up for his Never Cold Calling System. I am surprised you don't know of him. He reckons that cold calling is an abject waste of good selling time. In fact he reckons we are all nutters, if we go out cold calling. Here's a link to his site. And please keep me posted on what you think of his "theories" ?
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Art Post ·
thanx, I've seen the ads on linkedin however never checked it out. I will and get back to you
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Art Post ·
the reviews of this book are horrible!!! I won't even bother with it. http://www.amazon.com/Never-Co...t-reviews/0471786799
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Wallingford ·
I have obviously been looking at the Authors own written reviews then Art, but I will take your word for it, that the reviews are horrible. In fact I would like to read some of them, if you can kindly tell me where to look. Like you, I still do a lot of cold calling, and every time I make a sale, I try to visit as many businesses near to the company I have just sold to, as there should be no better referral than a neighbouring business who has just bought from me. It is a habit I have had,...
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Art Post ·
I posted the link in the previous comment: Here a few of the comments with the link to the amazon page at he bottom of this thread: Unimpressive Book From An Impressive Salesperson ,September 24, 2006 By AliGhaemi (Toronto, Canada) - See all my reviews This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback) Achieving sales greatness without cold calling might be a looked-for goal in sales circles - although greatness is hell of a subjective term -...
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Re: My Top 5 Secrets About Using Linkedin for Prospecting

Tom Koenig ·
Art One of your better articles!! Short, sweet, to the point and should be helpful to most reps. Thank You Have a Great Day Tom Koenig Sr. District Business Manager Northeast Region - Dealer Sales Division Ricoh Americas Corporation 5 Dedrick Place West Caldwell NJ 07006 cell - 570-439-2864 thomas.koenig@ricoh-usa.com
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Re: My Top 5 Secrets About Using Linkedin for Prospecting

Czech ·
Agreed! It's not about what you know, it's about who you know! Believe it or not your are connected to the people you are trying to connect with, you just don't know it. This is so true. Art, we should chat. I hit quota last month getting a lead off Facebook. Very cool potential to prospect on Facebook without getting people's "business guard" up.
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Re: My Top 5 Secrets About Using Linkedin for Prospecting

Art Post ·
Czech: I have a P4P facebook, just don't use it. I have too much to on my plate with the site, LinkedIn and Twitter. I agree we should chat sometime!
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Re: The "Your Price is too High" Objection

fisher ·
Would the lower price be a bargain if the competition doesn't show up when the customer needs them?
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Re: 3 Ways Getting Involved In Community Service Can Help Copier Sales Reps Enhance Their Sales Success

Art Post ·
If you want to sell $500K per year, then join your local chamber of commerce, however if you really want to sell one million or more, the join those high profile charities in your geo area. Get involved, donate time and knowledge, within a year or less you'll be rubbing elbows with the most influential "C" level execs in your area. TY Larry, you took the words right outta my mouth on this one!
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Re: 3 Ways Getting Involved In Community Service Can Help Copier Sales Reps Enhance Their Sales Success

Larry Levine ·
You are very welcome Art. Best thing sales reps can do is get active, get involved, get noticed and help. This will elevate their status as a business professional. This blog was posted live from Sydney, Australia for all the P4Per's.
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Re: You're In Sales Your Brand Does Matter... 5 Creative Ways Sales Reps Can Become Brand Magnets

Sherri ·
Thank you for your e-mail.I will be out of the office and have limited access to my e-mail from August 15th through August 30th.. I will review your message upon my return. In my absence please feel free to contact Jim Singer ( jim@kopi.ws ) or Cynthia Wankum ( cynthia@kopi.ws ) for immediate assistance during this time. Have a great day! Sherri Wilbers President KOPI 518 Cheyenne Drive Jefferson City, MO 65109 573-893-4545 (ext. 203) www.kopi.ws sherri@kopi.ws
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Re: The Quest for $200K "No Sandbagging for Me"

Larry Kirsch ·
Your the best. Enthusiasm personified. 200k boss and wife gotta love it. Oops wife is boss and designated driver. Happy Thanksgiving .
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Re: The Quest for $200K "Still Time to Network"

mnchstr ·
I call used machines "Off Lease" and tell the prospect to think of them as a program car, still very good but someone else took the retail hit. I say if a used machine needs to be re furbished I don't buy them. I don't sell used machines with high meters with the exception of Ricoh's "Greenline", we don't know the meters on those and I'm not impressed with those, lots of quality issues.
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Re: The Quest for $200K "Still Time to Network"

Old Glory ·
I prefer the term pre-owned over used. Off-lease is good too.
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Re: The Quest for $200K "Still Time to Network"

Art Post ·
I use the pre-owned quite often
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Re: Prospecting, Why You Can't Ever Stop Doing It!

indy 5 ·
Profound truism !! Tom Kilrain Guide Book Publishing Account Executive, with specialty as Marketing/Advertising Consultant Mobile: 317.946.1547 Kilraint@msn.com 7668 Burns Drive Brownsburg, IN 46112 > On Sep 14, 2014, at 10:13 PM, "Print4Pay Hotel" < alerts@hoop.la > wrote: >
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Re: Just Another Day of Prospecting for Demo's.....on the Weekend

Dr. Print ·
This is when I get the most work done. I push everything to nights and weekends because I can focus. Good advice. brent
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Re: Just Another Day of Prospecting for Demo's.....on the Weekend

Carl Little ·
Great story. I sold a $100,000 Xerox copier on a Saturday to the Reelect Bob Dole for US Senate and it was a walkin to my office at Xerox in Topeka, Ks. I thought my buddies were setting me up until they wrote the check. Thank God I went in to work on a Saturday. Your story was better because you had to work at setting the appts. Carl Little. Katun Corporation
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Re: Just Another Day of Prospecting for Demo's.....on the Weekend

Old Glory ·
Awesome. However, I do have to say that if you only wear business attire because your company makes you, you miss the point. No one will ever be able to convince me that your appearance doesn't influence the degree to which your message is received.
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Re: New Ricoh Signature Series Color MFP's on the Web

BCarroll ·
Agree with your comments. Take a look at the Savin website, Lanier website, and the Ricoh USA website. The Savin website is in need of a major update...
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Re: New Ricoh Signature Series Color MFP's on the Web

Larry Kirsch ·
Age old channel conflict issue. Does Ricoh Employ a dealer council. Might be a good idea to forward your thoughts to them. Best of luck and good selling...
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Re: New Ricoh Signature Series Color MFP's on the Web

Art Post ·
Ricoh does employ a dealer council and would not know how to make that connection right now
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Re: New Ricoh Signature Series Color MFP's on the Web

Larry Kirsch ·
Dealer sales rep may be able to assist?? Best wishes...
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Re: New Ricoh Signature Series Color MFP's on the Web

Jason H ·
Get a quote from a Ricoh Professional...Now that's funny. But don't worry the dealers are the most important part of Ricoh's strategy and plans going forward. They can't even update the Savin or Lanier site. Being a Savin dealer I have people rather frequently who go on the site and are turned off by how old and outdated it looks.
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Re: New Ricoh Signature Series Color MFP's on the Web

Art Post ·
I received an email from someone today, that because of this blog and the comments, this was escalated to the Dealer Council. Guess we'll have to wait and see.
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Re: New Ricoh Signature Series Color MFP's on the Web

Jason H ·
Will be interesting to see what, if anything, ever comes of it. We have talked a lot before about leads from the manufacturer. Maybe, just maybe, that request a quote will be shared with dealers as well. Of course with is being a Savin dealer I won't hold my breath that "Ricoh" will send us leads. I've gotten a couple in the last few years but they came from the Savin website requests. Not sure what I've gotten from Ricoh lately except heartburn and stress.
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Re: Sharp's Default Risk Jumps as Government Rescue Prospects Fade

Art Post ·
When reading the entire article, Sharp is really in a bad way.
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Re: Sharp's Default Risk Jumps as Government Rescue Prospects Fade

Jason H ·
Certainly seems like the end is near.
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Re: Sharp's Default Risk Jumps as Government Rescue Prospects Fade

John Saramak ·
That produced some very good PP devices, however they don't seem to compete will in that league. I wonder how bad that investment missed the mark?
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Re: State of the "Art" Sales Technology

copyme ·
Great read, you are right on the money as usual!
 
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