The Silver Lining to a Cloudy Labor Market for Technology Sellers
Economic conditions can, and do, affect us in ways we have no control over. Case in point: today’s inflation and labor shortages.
The Avoidable Reason Customers Say “Not Right Now”
Somewhere in your pipeline or prospect database is a potential opportunity that just won’t become an actual sale, no matter what you try. Your prospect likes you, the company, and your solution. Great. Yet they are not moving forward in the sales process. It’s good vibes all over until it’s time to close the sale, at which time you hear, “maybe not right now.”
Four Tips to Encourage Repeat Business
Funnels and pipelines. Keeping sales flow moving can be referenced in different ways. But the secret to building long-term recurring revenue -- and revenue in general -- has less to do with bringing in new customers than how you renew existing ones
Redefining Success: Creating Work Environments That Support Everyone
Leaders can help employees achieve a more meaningful kind of success. Michelle Speranza explains how in the Monitor…
5 Sales Problems Equipment Financing Helps You Solve
Financing isn’t just a payment method. Here are 5 tough sales problems it can help you solve over the entire sales cycle.
Strategic Revenue Growth Ideas
In a market full of stiff competition, an economy facing unprecedented headwinds, and an industry undergoing rapid change, the path to long-term growth can’t be successfully navigated with old ways of thinking.
The Customer Is Always Right
You’ve heard the old adage that the ‘customer is always right.’ And the thing is…they’re not. Office equipment buyers will insist they provided you documentation they didn’t. They will complain their invoice is wrong, when it isn’t. They’ll say no one explained how the lease was going to work, when you begged them to pay attention while walking them through everything in your office. No, they’re not always right. But they are always the one that pays the bills so finance administrators are stuck having to manage their ‘perceptions.’ Here are five big tips to handle the not-so-easy customer (taken in part from Rhett Power, a business consultant and coach):
Breaking Out of the Break/Replace Cycle With AFMD
This is going to sound familiar to a lot of businesspeople. You’ve got some equipment you suspect is running on borrowed time. It gives you a little trouble once in a while. Or maybe it doesn’t, but it has kept chugging along well past its expected expiration date. At some point – possibly at the worst possible time – it’s going to give out.
Avoiding the Cash Burden of the Unexpected Expense
There are times when you need to supplement your existing bank lending relationship to move your business forward. Banks are lending as aggressively as ever to support your needs in this challenging time.
The Power of Customer Stories
Your dealership’s best salespeople share similar characteristics. Persistence, work ethic and dedication, for sure. But the best of the best are also great storytellers. The ability to help prospects connect with your solutions by sharing a story of how it worked for someone else is very powerful.
The 4 Biggest Financial Sales Objections
Does money talk stall your sales conversations? If a sale runs into trouble when the financial aspect of the deal comes up, one of four objections is often the leading culprit.
Strategic Revenue Growth and M&A in Office Technology
Did the amount of office technology needs evaporate in 2020? Or did the nature of the need change? I’d argue that while the shift was sudden and dramatic, office technology need not only didn’t wane, it accelerated. Work from home, cloud-based print, and a host of other needs that were value-add solutions became massively mainstream and in high demand.