Tagged With "Larry Levine"

I'm excited to re-post this blog from Larry Levine.  Larry and I met about three years or was it four years ago at a National Ricoh event.  Larry has been a Print4Pay Hotel member for 7 years!  When I think about who I want to emulate...

Major Account Sales Teams face numerous and daunting trends in today's highly connected, networked business world. They’re wrestling with major changes in their markets brought on by information-empowered buyers and the digitization within the sales channel. Growing competition, from established companies to tech savvy start-ups has placed even more pressure on sales margins and the effectiveness of sales teams to maintain clients or drive profitable net-new business growth. With all of...

COVID19 "Remote Working" Day One Hundred and Four of Selling Copiers I spent much of the day trying to think about what I might write about tonight. Would it be more about that one opportunity that I created or the measly 5 phone calls I logged, or the crap load of emails I generated today. Still don't have a clue but maybe as I continue to write something will come to mind. Here we go, in six business days we'll have logged 5 months worth of business days working remote. Now we're closing...

Asking for the order is the climax of the sale in my opinion. I knew I had this 10 machine deal coming through and was told that my contact had the papers on her desk signed but had to wait until Tuesday to send them (really.....). Even though I knew I "had" this one, it wasn't until I received the signed docs that I let out a nice yip (which then got me yelled at by my wife because it startled her ). The presumptive close is always a good one, speaking about the next steps, delivery...

COVID19 Remote Working Day One Hundred and Sixty-Three of Selling Copiers It's been four business day since my last blog. I've been busy but took the time off last night to watch/listen to the returns from the election. Can 2020 get any crazier? At this point I don't care who wins and I hope if it's the other guy that he does n't make things worse. I guess from a conservative point of view I'm happy that the Senate is still intact. I've been able to secure two orders in the last four days,...

Never loose your 2nd amendment rights. We live in a dangerous world.

I agree and it's probably going to get worse

I believe it's important to document as much as our industry as possible before the age of the internet. Not much has changed in sales over the years. Selling is still about prospecting, finding pain and building relationships. Thus I was able to connect with Larry Coco for our next interview of what it was like to sell copiers in the eighties. Selling Copiers in the Eighties with Larry Coco Art: How did you find your way into the copier industry? Larry: During college I worked as the...

This Week in Copiers Five Years Ago Second Week of February 2018 Real Copier Sales Mistakes Often a competitive sales rep will try and convince a copier purchaser to switch product based upon how much money we can save you. The sales rep presents convincing Total cost of ownership analysis. The only problem being that sometimes the customer's current costs are totally made up by the sales rep. The sales rep is counting on, in some companies, that it might be too much work for the purchaser...