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Re: The Death Of The B2B Salesperson [Infographic]

VinceMcHugh ·
Art, I call Bull ****! At least for our industry, the copier industry! This may be true of a commodity (like envelopes, or coffee, or even a PC) but copiers, really MFDs require a lot of attention, both before and after a customer buys it. This article seems to be written by an old brick & mortar company that successfully transitioned to internet sales. This will work for any company that drop ships their products. And I agree that the MFD manufacturers would LOVE for this to be, or...
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Re: The Death Of The B2B Salesperson [Infographic]

Art Post ·
Vince: Well stated! I'm having a hard time with this also. We've seen Ricoh on-line now, they are pushing the envelope with direct vs dealer. I agree with you, what happens once the box arrives, what they thought they were getting because product marketing for all manufacturers have a tendency to over state what they systems can and can't do. I'm hoping we are right and Forrester is just pushing BS
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Re: Why printer security should be a priority for your organization

Art Post ·
Networked copiers & printers are end points on the network. In most cases firmware is hardly ever updated, in addition that existing copier and printer technology was developed 12-18 months prior to launch. It's all about risk, how much risk are you willing to take? For years the copier aka MFP industry almost never updated firmware for MFP's in the field unless there was an issue. No issues means no firmware updates. New IM series MFP's offer auto firmware updates. It's all about RISK,...
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Re: How Social Turns Sales Reps Downtime Into Prospecting Time

Czech ·
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

Larry Levine ·
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

Art Post ·
Over the years, having the ability to post, comment, share and like content day or night is awesome.
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Nick Offin appointed new Toshiba head of sales, marketing and operations for Northern Europe

Art Post ·
Former Toshiba Information System ’s Head of B2B Sales-Northern Europe Offin, who will replace Neil Bramley on the 1st July after Bramley held the post for 23 years, is set to focus his operations on promoting the expansion of the public, corporate and mid-market sectors of the industrial, healthcare and education industries. “Over the past five years, expanding my remit beyond partner-driven activity to include a wide variety of market approaches has given me the chance to focus on the...
Blog Post

The “Relationship-less” Sale

Art Post ·
Yes, I created a new word. “Relationship-Less” As time moves along so must our thinking. I first published this article in March of 2019, With the current circumstances we are all living through I wanted to re-publish. The world's businesses and the world's people will advance in their digitization by at least five years. I fear many B2B sellers will confuse their temporary great relationships; relationships created for and in a different time. The changes caused by this pandemic regarding...
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The Death Of The B2B Salesperson [Infographic]

Art Post ·
The Death Of The B2B Salesperson [Infographic] October 23, 2015 Daniel Ku Attention salespeople, prepare to lose your job in five years. That’s a big statement to make but recent research by Forrester predicts that by 2020, over a million salespeople (as we know them) will be obsolete. Shocking. So what’s the cause of death for the B2B salesperson? Cold calls freezing over and bringing us into an ice age? Possibly. Or just a shift into the modern era with the emergence of technology that...
Blog Post

Cold calling isn’t dead it is just different

Larry Levine ·
There is a huge tug-of-war and discussions flying around between sales experts citing cold calling is dying or better yet dead.   For decades, cold calling has been the new business catalyst for salespeople all around the world. Heck, tenured...
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Samsung Electronics Acquires PrinterOn, Enhances Cloud Solutions Offerings for B2B Customers

Art Post ·
Samsung Electronics Acquires PrinterOn, Enhances Cloud Solutions Offerings for B2B Customers PrinterOn’s mobile cloud printing solutions to complement Samsung’s mobile ecosystem, building upon Samsung’s pioneering mobile printing initiatives TORONTO, ON and KITCHENER, ON - September 2, 2014 - Samsung Electronics Co., Ltd. announced its acquisition of PrinterOn®, a pioneer in mobile cloud printing solutions based in Ontario. The acquisition is expected to reinforce Samsung's expansive mobile...
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SAMSUNG Showcases Smart Printing Solutions with New B2B Product Launch Campaign

Art Post ·
Ridgefield Park, NJ – September 10, 2014 – Samsung Electronics America, Inc. today launched a new global marketing campaign designed to showcase the company’s latest innovations in printing solutions that help businesses work smarter. The campaign showcases Samsung’s newest lineup of multifunction printers, including the world’s first and only printer with the Android platform built in, to showcase how they provide the flexibility needed to make everything a business does smarter. “Our...
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Your Sales Pipeline - 11% revenue increase with one tip

Art Post ·
Sales pipeline management is a critical B2B sales tool to maximise results. According to research conducted by marketing automation business Hubspot & the US Sales Management Association, companies that train sales managers on pipeline management had 9% greater revenue growth than those that don’t. Here’s some tips for getting the most out of this essential tool. What is a sales pipeline? Simply put, a sales pipeline is a systematic, visual representation of the steps in the sales...
Blog Post

It is the 21st Century… Are you integrating social into the sales process?

Larry Levine ·
Throughout my career as a copier sales rep, I was always frustrated by the perspective that copier sales reps were not viewed upon positively like other professionals — accountants, engineers, financial planners, marketers – and instead they were viewed as lone wolves, undisciplined rebels, spoiled brats, used car sales reps, who functioned independently of the rest of the organization. I believe most of my own success inside the office equipment world was deeply rooted inside one word…...
Blog Post

It's Time To Start Dialing The Social Phone

Larry Levine ·
Successful sales reps pay attention to their sales funnel as social integration can happen 365 days a year, 7 days a week, 24 hours per day. Sales reps must start shifting their mindset when it comes to prospecting in a digital business world. I set the business table with How Social Turns Sales Reps Downtime Into Prospecting Time . We must recognize as sales professional's social media is not our primary prospecting mechanism but simply augments prospecting, it changes our approach as this...
Blog Post

Sales Reps... It Is All About The Bait When You Cast Out Your Digital Fishing Pole

Larry Levine ·
In my last post, Sales Reps... Why writing content should be part of your sales strategy , I speak to successful sales reps recognize and learn how to not only engage the new digital buyer but to align their online and offline resources to the buyer journey. Successful sales reps realize the one critical part of addressing the new buyer’s journey is not merely creating digital tactics, but focusing on how they engage prospects and even clients once they engage digitally. Successful sales...
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Canon Solutions America Connects with B2B Growth Podcast to Explore Cybersecurity Issues

Art Post ·
November 15, 2019 – Cybersecurity threats are a substantial concern for organizations in today’s constantly evolving technological landscape. As a thought leader and a well-positioned solutions provider in the security sector, Canon Solutions America joined Sweet Fish Media’s B2B Growth, a daily podcast dedicated to helping business-to-business executives achieve progress, on November 8 for a thought-provoking conversation exploring the current security sphere. The podcast, entitled “Why...
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From Black Box to Glass Box: Why Cleo's Software + Managed Services Approach is Disrupting the ...

Art Post ·
CLEO CONNECT CONFERENCE 2019 – Cleo , the global leader in ecosystem integration software and services, today announced the latest enhancements to its Cleo Integration Cloud platform, which features a novel approach to combining software and managed services that is proving just right for today’s hyper-competitive, cloud-first business environment. In a world where IT investment is trending toward adopting e-commerce business models, updating legacy ERP systems, and integrating applications...
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Why printer security should be a priority for your organization

Art Post ·
Protecting yourself or your organization from today’s growing cyber threats has become increasingly difficult. Although you may have antivirus software installed on your system and avoid clicking suspiscious links in emails, cybercriminals still manage to get through. One of the ways in which they have begun to do so is through connected devices as many of them lack the security protections employed by our smartphones and computers. While printers existed long before the internet, device...
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Grupo Gtd Leverages Netcracker's Managed Services After Deploying End-to-End Solution

Art Post ·
WALTHAM, Mass.--( BUSINESS WIRE )--NEC Corp. and Netcracker Technology announced today that Grupo Gtd, the Chilean-based service provider with customers across South America, has expanded its professional services relationship with Netcracker. Following the successful launch of Netcracker’s full-stack BSS/OSS suite across its business lines, Grupo Gtd has signed a multi-year agreement to use Netcracker’s comprehensive support services for SLA management, problem lifecycle management and...
Blog Post

How Social Turns Sales Reps Downtime Into Prospecting Time

Larry Levine ·
"Listening is the new prospecting" John Jantsch Face to face interactions are typically viewed as the single most valuable activity by any sales professional. However, opening the door and gaining a seat at the business table is tough. "How does a sales rep in a highly connected, digital business world capture the attention of an executive buyer?" The primary differentiator of today's successful sales reps is their ability to prospect. Successful sales reps open up new relationships with...
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Sharp Corporation of Australia Appoints Daniel Gard to National Sales and Marketing Manager – Business Solutions Group (B2B) Office and Visual Solutions

Art Post ·
Sydney, Australia - 22 May 2018 - Sharp Corporation of Australia today announces that Daniel Gard has been appointed to National Sales and Marketing Manager – B2B, effective 16 May 2018, replacing Greg Wallis who retired in April 2018. In this position, Gard will report directly to Hitoshi Kagawa, Managing Director of Sharp Corporation of Australia and will be responsible for directing the strategic growth and profitability of Sharp's Business Solutions Group (B2B) Office and Visual...
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Sharp Corporation of Australia Appoints Daniel Gard to National Sales and Marketing Manager – Business Solutions Group (B2B) Office and Visual Solutions

Art Post ·
Sydney, Australia - 22 May 2018 - Sharp Corporation of Australia today announces that Daniel Gard has been appointed to National Sales and Marketing Manager – B2B, effective 16 May 2018, replacing Greg Wallis who retired in April 2018. In this position, Gard will report directly to Hitoshi Kagawa, Managing Director of Sharp Corporation of Australia and will be responsible for directing the strategic growth and profitability of Sharp's Business Solutions Group (B2B) Office and Visual...
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Sharp Expands Its Direct B2B Sales Operations In Texas

Art Post ·
Sharp Expands Its Direct B2B Sales Operations In Texas Recent asset acquisition expands direct sales operations into San Antonio, Austin and Fort Worth MONTVALE, N.J. , Aug. 7, 2019 / PRNewswire / -- Sharp Imaging and Information Company of America's (Sharp) direct sales division, Sharp Business Systems (SBS), announced today that it has acquired the assets of select locations of Texas Document Solutions , successfully expanding its direct sales operations within the state of Texas . Texas...
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PROS Launches Sales Agreement Management to Streamline Selling in Digital Era

Art Post ·
June 05, 2019 HOUSTON--( BUSINESS WIRE )-- PROS ® (NYSE: PRO), a provider of AI-powered solutions that optimize selling in the digital economy, today announced PROS Smart CPQ now with support for sales agreement workflows, enabling sales teams to manage the sales agreement lifecycle and quickly create, amend, and extend existing agreements with customers to accelerate the sales process across every channel – direct, partner, and eCommerce. With this update to PROS Smart CPQ, B2B...
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Re: European Managed Services & Hosting Summit 2018

Martin Hofman ·
Everybody visiting this Summit is more than welcome to also visit VZ Industries/Copier Solution Shop, just 10 miles away from Amsterdam! Great opportunity to see the production facility of the Copier Solutions and to meet the CSS team!
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Re: Sales Reps... It Is All About The Bait When You Cast Out Your Digital Fishing Pole

Art Post ·
Nice, and a few tips about fishing. You can't catch fish with out having your line in the water. Supplying content is something that you need to do on a daily basis (yes, even Saturday and Sunday). There's an old saying with fishing, "you don't leave fish to find fish". Thus, stay with the sites that provide you the best audience for your content.
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Re: Sales Reps... It Is All About The Bait When You Cast Out Your Digital Fishing Pole

Larry Levine ·
Thanks Art. In order to have success fishing the right bait must be used. All too often sales rep post content with very little thought and wonder why there is no engagement. The correct bait will yields the bites needed to start conversations.
Blog Post

COVID19 Remote Working Day One Hundred and Thirty-Nine of Selling

Art Post ·
I had no intention of writing a blog tonight. Today was more like a exercise in futility. I've got $110K on the my opportunity board with about $90K in committed verbals in the last week. Yet I haven't been able to turn the corner on any of them yet. Over the past two days I've let the ball travel with a few, placed a few calls and emails with nudges to get docs. It's more like what does it take to get these documents when I want them? That's the key, in most cases you never get them when...
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