Customer Relationship
Sell Relationships, Not Projects
April 2, 2022
Read Time: 1 MIN 50 SEC
Have you ever considered how CFOs and CIOs differ in the way they think about technology projects?
Selling Equipment and Technology to Uncertain Buyers
April 2, 2022
Read Time: 2 min 45 sec
The uncertainty of an equipment buyer is something that every successful equipment salesperson must deal with. It goes with the...
9 Tips to Help You Become a More Effective Solution Provider
July 14, 2020
Read Time: 1 min 45 sec
Staying relevant and competitive in today’s market means continually evolving and improving the way you provide solutions to customers in...
The Hardest Sale You’ll Ever Make
January 9, 2020
Read Time: 2 min 00 sec
The hardest sale you’ll ever make is the first sale to a new customer. That’s not to say that all...
The Key to Selling XaaS
January 9, 2020
Read Time: 2 min 00 sec
Everything-as-a-service (XaaS) is hot. Storage, desktops, networks, even entire infrastructures are moving to the cloud. If a businessperson wanted to,...
How to (Sanely) Give Your Customers a Great Experience
December 4, 2019
Read Time: 3 min 00 sec
Whether you’re an Apple fan or not, as a dealer you have to envy the loyalty it inspires. Its customers...
Solution Selling
July 11, 2019
Read Time: 2 min 15 sec
Solution selling is the art of solving customers’ problems by specifying and providing the perfect mix of equipment, services, consumables,...
Equipment Buyer Beware
October 22, 2015
Read Time: 1 min 00 sec
Finding the right finance company can be time consuming. But it’s time well spent when you consider that the wrong...
What Good Is a Blog?
August 12, 2015
Read Time: 3 min 00 sec
Many dealers, busy, busy people that they are, question the need for a dealership blog. And it’s a good question...
Is Your Email Marketing Ready for Mobile?
July 22, 2015
Read Time: 1 min 30 sec
Not getting the results you’d hoped for from your latest email campaign? The reason could be that your emails aren’t...
Finance the Whole Solution
June 11, 2015
Read Time: 0 MIN 30 SEC
Customers—most of them—are not fans of add-ons, as in additional fees for delivery, installation, extended warranties and other incidentals. To...
4 Ways to Lose a Customer to the Competition
April 27, 2015
Read Time: 3 min 00 sec
By some estimates, getting a new customer costs five times as much as keeping one you already have. And once you get...
