Solution dealers nationwide know us for flexible customer financing that makes the buying decision easier. But did you know we offer even more to strengthen sales and power your success in a challenging time? Take a quick look:
Many finance companies say they’re committed to your success, but how can an equipment dealer know they mean it?
In a recent article featured in The Imaging Channel, LEAF’s Nick Capparelli shares his thoughts in the ways bundled service contracts, not only contribute to your monthly revenue but also enhance the value of your business. Even better, these service contracts help to solidify customer relationships and keep your customers coming back.
Congratulations to LEAF’s Sandy Graydus on being a featured impact player in this year’s Monitor 100 for her outstanding contributions to the industry.
Is your sales team focused on selling value over price? Your answer has ramifications for your bottom line. A six-year survey of office technology buyers and sellers reveals some eye-popping stats about the revenue impact of selling value:
How many of your customers are classified as early-stage, growing, mature, or declining? And just as importantly, how could the answer impact the value of your company?
In steady and growing economies, if a sales team doesn’t address money until the end, they’re likely to lose sales. In a challenged economy where capex decisions are delayed every day, avoiding the money conversation will lead to bare pipelines. In examining 114 office technology acquisition over the last three years, when money was addressed after the technology solution, the company was six times more likely to lose the deal.
When customers get angry, there’s a reason. Uncovering that reason and winning them over is critical in finding business, saving business, and doing business. Here are a few key tips:
As a seller of office technology, you understand that getting to the CIO isn’t always easy. The CIO is often surrounded by a maze of gatekeepers who may or may not give you access to the ultimate decision-maker.
“’If it ain’t broke, don’t fix it’ is the slogan of the complacent, the arrogant, or the scared. It’s an excuse for inaction, a call to non-arms.”—Colin Powell, Former Chairman of the U.S. Joint Chiefs of Staff
In a world where everything from your phone to new models of construction equipment can be offered as a monthly service, all industries have taken notice. The office technology industry, long anchored by the monthly lease payment or click charge, along with the transition into new, more traditional IT offerings, is well-positioned for leadership in this area. The benefit of monthly recurring revenues to enterprise value in a hot M&A market heightens the interest of office technology leaders.
Do any of these quotes sound like you? “Fast, competitive, easy and approvals for most of your customers are simply table stakes in today’s market. But for us to be happy with our program, we need greater investment in marketing, sales support, customization and enhanced flexibilities” Principal of a Northeast Dealer
