Monday, July 18, 2016

Can You Simplify Your Managed Print Services Life?


"Life moves pretty fast.  If you don’t stop and look around once in a while, you could miss it."

Your managed print services sales life is crowded. Cold calls, ridealongs, training, demos, deliveries, proposal generation, customer service, assessments, DCA installations, customer questions, follow up, complaints and emergency toner delivery. How many devices do you need to understand and articulate the benefits of? Do you own your elevator pitch, value prop and sales script?

Do you have a smartphone, tablet, and laptop? What, two phones? Busy, aren’t you?

I bet you use all the software they can throw at you — email, Excel, Word, PowerPoint. Don’t forget your CRM entries, funnel and forecast reports, account diagraming and those important meetings: Monday morning sales, Wednesday lunch and learns, Friday weekly recap, and on and on and on. Today, the skillset required to sell, manage or offer managed print services combines all of the above and then some. In addition to asking the standard copier questions about lease expiration dates, monthly equipment and service payments, duplex, color or mono, and why copy in the first place, you collect equipment, usage and the costs associated with printers.

All this before asking, “Why print?”

Read the rest, here.
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