The New Mobile Class and Managed Services

Last year, I subscribed to Dropbox and Box.net. My primary reason was the ability to send documents to the cloud and access them from my TouchPad anywhere in the world.

This worked great.

I created a master blog article at night, then reviewed it, finalized it, and sent it from 10,000 feet in the air the next morning. (Mile High Club – sweet!) And there is more: I didn’t need to “send” the file as an attachment; I simply shared the folder with my editor.

When she opens the file or document, I am notified. When she needs a new contract initialed, instead of emailing me a 12-page PDF, she simply drops the file into our shared folder, and the cloud notifies me of the new document. Revisions, digital signatures, and final drafts are all handled from a tablet. Even the final “print” is on a website, not ink on paper.

And I know I don’t need to point out how much paper was not used in this workflow, do I?

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Selling Managed print Services

From my post over at The Imaging Channel - twice a month.

This post is a little refresher on how to keep it all fresh. The selling Cycle, the process and you.

Check it out.




Keep It Fresh -


Step 1: first contact — “Hi there”


Cold call — don’t sell, attract.

Sell your value proposition, use third-party references and note cost reduction and increased productivity. Secure the appointment; shut up and get off the phone.


Here is the rest of the story...

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The New Selling "Sales x.x"

As the economic doldrums continue to stagnate business, the focus on selling is getting more intense.

True, if you have a job, most likely it is on the line - especially in sales.  No numbers could be the end of a position and the beginning of that novel you always wanted to write.

What to do? The basics - simple conversations, maintaining relationships, and delivering on what you promise are a very good place to start.

Talk to your prospects like people -

Right now, desperation is setting in.  The person on the other end of the line could be facing the same situation you are in - his job is on the line.  Unlike you, he is trapped in a cube with few options.  Talk to him.

Sustain your existing relationships -

Again, stress is everywhere and in every corner of the business world. Feed your existing customer relationships with a call, a card, or a nod to let them know you are still there and ready to help.

Make promises and keep them - 

The current level of uncertainty actually makes it easier for you to look better by keeping SMALL promises.  Tell someone you will call them on Tuesday, and then, call them on Tuesday.  Promise to get back to them with an ETA, even if the ETA is not good news, give them the ETA.

Basics.  It is all coming back to basics.

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How To Sell in A Recession

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