The #SalesRevolutionRebellion Is a Farce

The fake "sales revolution" attacks symptoms, not the cause.

"Lannister, Targaryen, Baratheon, Stark, Tyrell. They're all just spokes on a wheel. This one's on top, then that one's on top. And on and on it spins, crushing those on the ground."

Rebels and Revolutions - 

When individuals declare independence from tyranny, they put their lives, and the lives of their families on the line, risking everything for revolution, for future generations' independence.

For freedom.

Today, there's talk of a "Sales Revolution". Insurgents take to the nearest pulpit espousing "changing the way sales is done..." by being open, real, authentic, a trusted advisor, partnering to solve client problems - not a con man.  Noble efforts.

For them, it's not nine to five; it's always too always, elevator pitches, value propositions, and increasing effort 10 fold.

There are literally THOUSANDS of sales coaches and trainers in the world today.

Here are a few of the folks I respect and follow. Some are calling for sales a "revolution".  A few pitch themselves as 'rebels', "Leading the Sales Revolution":

• Copier guy turned trainer, Rick Lambert
• Marketer and builder of websites, Darrell Amy
• H8r of the empty leisure suit, Larry Levin
• That 10x dude,  Grant Cardone
• The Warrior of Copiers, Dale Dupree
• Passionate sales pontificator, Keenan

All are passionate and committed to their specialty contributing great content to the realm.

But -

EVERY SINGLE PIECE OF SELLING ADVICE IS MISSING THE POINT.

I'm not recommending the current sales training and consulting efforts are not valid.  I'm just saying there is so much more that can be done to 'save the industry'.

Of Smoke and Ice -

"Speeds, Feeds, Quota's, Commissions, Solutions. They're all just spokes on a wheel. This one's on top, then that one's on top. And on and on it spins, crushing those on the ground."

The sales revolution is an insidious movement because it is based on truth. Bad sales skills, low motivation, poor relationship building, aggressive attitudes, boring pitches, tedious corporate introductions, and unoriginal talk tracks, are real, yet each a  SYMPTOM of the sickness, not the cause -  - indeed, going to war against "bad selling practices" amounts to self-hate.

We're revolting against the wrong enemy.

The Real Monster -

"Xerox, Canon, Ricoh, HP, Lexmark. They're all just spokes on a wheel. This one's on top, then that one's on top. And on and on it spins, crushing those on the ground."

The idea is simple, the mission tragic - manufacturers' selling models must be taken down, defeated.  While we fight among ourselves over who can save selling, the real archenemy plods forward, assimilating more and more into its ranks.

Break The Wheel

WE DON'T NEED A SALES TRAINING REVOLUTION, WE NEED A REVOLUTION AGAINST THE ESTABLISHMENT.

It's the OEMs who push equipment quotas down the channel, and not just copier OEMs - every manufacturer has the same, Materials Resource Planning (MRP) based systems.

The model utilizes the following:

• MRP based quotas
• "Fear Uncertainty and Doubt"
• Purposely confusing and ever-shifting, commission plans
• "Kill it and Grill it" mentality
• Adversarial Selling construct 
• "Where there is a mystery, there is margin"
• "67% of salespeople do not reach quota"
• Features and benefits of training
• Solution Selling
• Sales Techniques...

A real Revolution(with a capital R) doesn't attack the symptoms, it takes on the creators of the Wheel. The hierarchies are organically crumbling, digitally transforming - gravity is drawing the towers down, but they fight.

As long as we continue to harp on old-fashioned ideas, as long as we concentrate on "new", non-standard training topics, we keep the chaos going - and that's just fine with the zombie kings. The dusted-off,  selling retreads are like 'opiates for the masses' keeping the "little people" hypnotized in their insecurities.

Do you want to lead a true revolution?  Then revolt against:

• Stodgy commission structures
• Outdated quota schemes
• Product-based, solution selling
• OEM dogma

Are you a self-proclaimed leader of the revolution?  Then:

• Produce videos telling the establishment to stop pushing old-fashioned ideas and programs.
• Write articles outlining the challenges of terrible infrastructure and processes.
• Establish standard, salary influencing, and sales training certifications.

Embark on the battle between independent selling professionals and corporate structures - it is time.

Unfortunately,  this two-dimensional skirmish is nothing compared to what's coming.  The next titan of turbulence holds enough power to wash away 50% of the sales universe.

Conversations with Your Prospects: Is Your #MPS #Sales Approach Missing the Mark?

My name is Greg Walters and I’ve worked in the technology sector since 1988. I've sold and configured and installed networks, accounting software, servers, PCs, laptops, manufacturing systems, corporate identity programs, copiers, EDM, BPO, Scan/Fax/Print, managed print and IT services.

Since 2007, I’ve helped providers build managed print practices, more importantly, I’ve assisted corporations (your prospects) design, build and implement self-managed MPS programs. I’ve been shoulder to shoulder with my clients (your prospects), in Canon, Ricoh, Lexmark, HP, Staples, Xerox and dealer MPS presentations. I’ve seen the best manufacturers have to offer and helped my clients choose the right partner. I’ve also been privy to the conversations and critiques from clients after each vendor presentation – I’ve heard some pretty enlightening things.

Whatever category the dealership falls into – copier, MPS, Managed IT—and whether the job title reads account representative or Vice President of Sales, these mistakes were made by the most seasoned MPS representatives.

Read the rest, here.

New to Sales: How to Manage Your Boss

Over the years, I have worked with dozens of sales managers. Unfortunately, I can only count two who possessed a skillset above and beyond that of a typical manager. The terrible managers shared a plethora of common traits — boorish, disengaged, privileged, etc. But the best managers also shared characteristics and habits:

They didn’t perform the salesperson’s job — like filling out paperwork — when it would have been more expedient to do so.

They knew how to play office politics to the benefit of the sales department while supporting company goals.

Although they possessed selling skills, they were not selling managers.

They didn’t use foul language and bully people into submission.

At the very top of the heap, the best managers will remove obstacles to your personal success. This is key. A great sales manager limits nonselling activities like vendor training, administration meetings, sales meetings and irrelevant paperwork. Additionally, a good sales manager keeps your service manager on top of installs, handles accounts receivable issues and works for you when commissions are calculated.

Read the rest, here.

Why did #WashingtonPost Choose Oklahoma Bombing Over 9/11 Towers?

"The Washington Post's moving Super Bowl ad uses the power of Tom Hanks' voice to defend journalism..."

-Marcus Gilmer, Mashable, February 3, 2019

How bad has it become when the press runs an advertisement promoting and defending...the press?

Pretty bad.

Worse, the self-serving Washington Post missive displays why the Fourth Estate is alienating audiences and losing relevancy.

The minute-long piece begins with a vision of D-Day, scrolling from the Moon to a state funeral and into "When our nation is threatened..."  This is where I stopped paying attention, contemplating the image used to portray "...our nation is threatened...".  Something didn't sit right.  I recognized the site instantly, yet felt those around me would be challenged to remember the historical value.

While Tom Hanks delivers, "When our nation is threatened..." a shot of the 1995 Oklahoma Bombing fades in.

The bombing was a domestically motivated attack on a US government building, carried out by a madman who was caught, tried and executed.

Why use a 1995 incident to depict our nation under threat?

How many viewers recognize this vision?

1995.

Can you think of an image, in this century, that conveys the clear message of "our nation is threatened"? Be assured, the Washington Post engaged a team of highly paid, publicity EXPERTS.  They chose every shot, each word, background audio, musical pace and voice attenuation for a reason - a specific emotional appeal.

Why choose a domestically charged event, 24 years in the past?  Are there no other images that might convey a more poignant message?

Why yes. Yes there are...

A reasonable person would ask, "Why would the Washington Post choose not to use a 9/11 image at this point of the commercial?" Surely, the option was reviewed and rejected.

This is not nuance.

This not an accident.

Perhaps it is simply a reflection of a tone deaf effort - or the output of a nefarious cabal.  There are two ways our nation comes under threat: from the outside and from within.  The Washington Post chose internal danger over external threats, and this is most illuminating.

Does the US media consider internal, domestic challenges greater than global threats?

Or is the media purposefully ignoring external dangers in order to forward an agenda of domestic fear? Perhaps to perpetuate the belief that all the ills in the world are because of the US.

The US public has grown tired to the arrogant, media-state and supporting political players.  It must be striking a chord somewhere in those ivory towers - or else there wouldn't be so many lectures masquerading as commercials this year.

"Knowing empowers us..."

Another Reason You Don't Need a #Copier

Noodle this: How often do you walk over to a machine, place an original on glass, push a button and make a copy? The archaic organizations, state and local government, schools, and churches need not reply or read on - everyone else, stop and think. How many times a day do you make walk-up copies? “Many.” is the usual answer.

At some point in history, the average number of copies made per device was around 10k/week. Think about it. Do you copy 10,000 documents a week? Do you know your machine was designed to handle that level of volume? Seriously, take a day or a week and monitor the number of times and document types your staff is copying.

Let’s go deeper.

Observe the grandeur that is your office copier - paper drawers, nearby recycling bin - it's big, domineering, and physically impressive. Open the lid. The flat piece of glass is called a “platen”. How big is your platen and when was the last time you used it? How many walk-up, 11x17 copies do you produce in a year?

Deeper, still.

Now, walk over to your accounts payable department, dig through one of those big filing cabinets and find your monthly copier bills - look for the lease invoice. Because you’re with a typical copier provider, finding your lease payment could take a while. I’ll wait…

Still waiting…

Okay, do the math. Why are you paying for features and functions you do not use? Better yet, ask yourself, “Why was I SOLD capabilities I never use?”

When you do make copies, I’m guessing the majority of documents originate outside your organization, are letter size, initiate a process, and are finally filed away.

So here’s an idea. When your lease expiration date comes up - you’ll know its close by the increased number of voicemails, unannounced drop-bys, and invites to 'technology luncheons’ your current copier rep hits you with - go to the interwebs and start pricing out ‘workgroup’ scanners. While you're at it, check into the latest Epson or HP inkjet printers. Why not replace that $200-$400 monthly lease payment with a fast scanner and an efficient printer?

Install a printer and a stand-alone scanner.

When the need for an actual, real copy comes up, simply scan the document and print a copy. Now you’ve got a digital version of the original that can be printed or emailed and filed away.

As an added bonus, you've just taken your first baby steps into the digital workflow realm.

"Everybody from the 313..."

#AdvanceCapture: A Simple Thing To Make Your Managed Print Services Better

I get asked this all the time, “What’s new in Managed print services?”

My response, “Nothing.”

Sure, commodity-based service, re-tread billing schemes and dropping margins could be considered ‘new’.  Let’s not forget software's latest consolidation – How comfortable are you with ONE company owning PrintAudit, PrintFleet, & FMAudit?

The internet has added new aspects to sales: Now days customers can know more about your solutions than you do and even purchase supplies on Amazon.

It is hard out here for MPS. I know.

I’ve often suggested providing additional services under the MPS moniker: Behavioral Modification/Rules, folding managed IT into MPS, branching out into other recurring revenue arena’s like water and coffee, even suggesting Telehealth as a growth area.

Some ideas took hold, others really didn’t resonate.  But today, it is difficult to make MPS shinny.  How does one engage more managed print services when there’s nothing new in MPS?  Sell on price - a losing proposition.

Fear not.  

I’ve got a stellar idea for diversification.  One that is not radically different, does not require getting out of your comfort zone and is already proven.

Hang on to your hats – I’m suggesting we embed ‘advance capture’ inside every managed print services contract.

Radical, isn’t it?

I know what you’re thinking, “Advance Capture is too expensive, complicated and time consuming to include in a simple MPS conversation.”  Normally, I’d agree with you.  For example, Kofax is a commanding, encompassing, soup to nuts, workflow and capture solution.  Expensive and complicated, it is a powerful robot.  Not something you want to pitch in the 15 to 100 printer deals, right?

Yeah, I know.

I’m suggesting you start selling a package that is really easy to install and use.  One that embeds on a slew of MFP’s, integrates with the biggest EDM systems and works well in the SMB.

Imagine an MPS engagement that includes smart scanning, SharePoint and Office365, connecting  paper-based workflows, inbound emails and faxes to document management systems, databases, corporate file servers and content management applications.   This new type of MPS is more difficult to dislodge (“sticky”) and truly helps your clients beyond proactive monitoring and automatic toner replenishment.

Such a thing might be difficult to believe, but I just got off the phone with somebody who, in twenty minutes, put together a custom proof of concept (not a demo) and after another 22-minute review with a SMB prospect and dealer (remotely) closed a capture and routing engagement. 

It’s easy. It’s proven, affordable and the builds margin.  You remember margin, don’t you?

The name of the package is Scanshare, established in Europe, making its way into the US, and from what I can see, lighting in a bottle:

           

• Affordable – Purchased, on-premises software.  No license or subscription.
• Independent – Not caught up in the industry consolidation.
• Easy to Use – Graphic and simple to set-up
• Powerful - analyzes, processes and route the digital documents

I like this option for dealers and clients alike.  If you want to learn more, reach out to me directly or hit up my friend Frank Malloch.

Watch this all the way through.  If you don't get it, I hope some day you will.

The creative process. Producing a song or putting together a real, honest, organic solution...it is all the same...

 

Three Ideas for #PersonalBranding on #LinkedIn and Beyond

Everyone is saying "develop your personal brand" - a notion I support.  I just have a simple question:

Who’s Brand is This Anyway?

Consider LinkedIN.  LinkedIN is free, but it will take you at least a couple of evenings at home to get your profile and page constructed. Next, you'll maintain your work history, contribute content, join groups, share experiences, etc. All this activity naturally builds your brand.

With this in mind, why would you agree to fly your employer's colors on your personal masthead?  I'm not saying you shouldn't be proud of where you work or the products and services your dealership provides.  I'm just saying promote yourself, not a copier, automobile, manufacturer, device, or dealership.

Here are three ideas:

1.  Curate - Be Relevant

Find information that your prospects and customers find relevant. Only you can determine what would be of interest to your clients. I can tell you this much your last big sale, contest win, BLI award or copier release ARE NOT RELEVANT to your prospects.

If you're focusing on the HVAC vertical, join a few industry groups and research industry challenges, find pertinent articles, and share with the group.

Important: don't simply repost an article, pull a sentence or two out of the piece, paste it above the link and add a word or two of your personal reflections.

2.  Be Who You Are - Human

No matter what you do, be yourself. The world is a stage, I'd rather lose some audience by being authentic than bad acting - be real. Go ahead and post an article you found interesting although it has nothing to do with your niche.  Be Human.

3.  Branding does not require LinkedIn - Buy "yourname.com"

LinkedIn is NOT the internet and may not be around forever.  Buying a .com and hosting a website/blog is not expensive so go out and get yours.  There are plenty of tools that will help you build a site and running in no time.  Nothing complicated, a simple page with your beliefs, core values, profile, and contact information. 

These are simple ideas, there are at least 100 others all over the internet.  My strongest recommendation goes back to it being YOUR brand, not your employer.  Show the world who you are, not who pays you.

10 Things You Should Know When Recruited By a Copier Reseller

In my day, if you wanted a job at a copier dealer, you called them up, made contact, faxed over a resume, and went in for an interview.  Back before then, the size of your vehicle dictated a hire. In any case, you would be hired on the spot.

Today, colleges teach selling.  Today, copier dealers hit the recruitment tour, roving from campus to campus, pitching corporate culture, un-capped commissions, advancement, and trips to faraway lands.

I still believe the copier industry, even in its last days, is the place to get great sales training, create and hone interpersonal skills and improve the resume for your next position.  

But there is bullshit and it starts with the first contact.  Allow me to clear the air -

• When you hear a recruiter say they sell "Business technology" it means you will be selling copiers.

Advice for New Copier Sales Reps: Evolving Into a Peer

A catchphrase you are going to hear a lot in the sales field is “trusted advisor.”

This cliché is thrown around like it is a simple thing to acquire; as if introducing yourself as a “trusted advisor” is enough. What does that mean and what does it take to be a trusted advisor? It takes time in front of as many prospects as possible.

I’ve seen the best salespeople establish themselves as a trusted advisor early in the relationship by standing shoulder to shoulder with each prospect. These professionals achieve a higher level in less than 10 minutes by illustrating three components:

1. Respect
2. Empathy
3. Wisdom

These are simple ideas with significant impact. Here are some pointers: Read the Rest Here.

Merry Christmas from the Death Of The Copier - 2018

2018

The other day I was at a local tavern and ordered up the "Christmas Special" - a martini.  She prepared the beverage and presented it to my mother and me.

With a sparkle in her eye and a smile on her face, she said, "Merry Christmas!" adding, "I'm so happy we can say Merry Christmas.  Last year we weren't allowed."

She scurried away with a spring in her step.

The gears in my head started turning.  

I have never, ever, felt the need to simply wish somebody, "Happy Holidays."  To me, it sounds like a cop-out.  When others wish me Happy Holidays,  I cringe a little inside, and return with, "Merry Christmas."

In the past, it felt like wishing people Merry Christmas was an act of bravery - it isn't.  I'm glad the pendulum has finally swung this way, at least on this subject.

From all of us here at DOTC to all of yours, Merry Christmas!

Scanning: Let's Widen The Scope Of Managed Print Services, Again.

I started my MpS journey back in 2007 - not as early as some, but before most.

Back then, I saw MpS as a bridge into managed services.  In 2008, I proposed my first end-user-based billing program. (similar to the current SBB)  We estimated usage based on the job description - front office folks printed more than shop floor, HR printed more than general office and Marketing utilized more color.  Pricing was based on the job description.

Soon after, I suggested MpS was BPO because including document management software within an MpS agreement seemed natural.

DOTC espoused end-user data, behavior modification, and workflow in the early days coining the word "BeMod".  The phrase did not take hold.

I introduced the idea of fully integrated management systems: we should combine device data like usage and supplies history(DCA) with the number of service calls (ServiceNow) for each device and all costs associated with operating each device(E*Automate) displaying these data points on the floor plan and adhering to the ITAM model.

I pitched the benefits of 'serverless printing before it became a thing in the MpS world, recommending partnerships with PrinterLogic.

I pondered the ability to sell everything as a service.  How about coffee and water, commercial HVAC equipment, energy systems, or even telehealth? Who best to lead this transformation than those designing and selling managed print services?

We made the jump from equipment sales to services long ago...right?  Of course, few jumped on the above suggestions (until years later).

Most held on to old-fashioned models - scratching out an existence, hoping for that magical merger.  Big dealers got bigger, tripling down on copier sales with outside investment;  they started silo'd, managed services practices.

Some OEMs surrendered.  Lexmark went to China, Xerox went to pieces, HP self-bifurcated.  Ricoh treads, Canon sells cameras, Konica Minolta is gaining, and MpS rolls the stone, resurrected.

Today, how can we widen our scope, yet stay within a safe, low-risk zone? What action can we take, that recognizes the move away from paper, without inciting panic and denial?  Medical equipment and energy management were too much.

How about scanning? (Okay, not just scanning)

Studies show copies and prints per device have been falling for a decade or two, I wonder if scans have increased?  To transform from paper to digital, there are plenty of paper documents in need of digitization.

Here's my latest recommendation: Embed digital capture into every managed print services engagement you write. (I know, not all THAT revolutionary.)

Today, every business can move into the digital realm at a fraction of the cost.  There are plenty of strong capture and document management programs in the ecosystem - Kofax, DocuWare & Nuance to name a few.  Not everyone needs these high-end systems, but most need something.  

The Benefits

Separate your MpS program from others. The 'down the street' deals address nothing more than cost per page and automatic toner replacement.

Discussing scanning/digitizing is a natural topic within the managed print services engagement, and can help you close more MpS deals.

But how do you get started?

What to look for in a simple solution for your clients:

• Low cost of entry
• No SME requirement
• Basic workflow
• Proven(globally)

Advice For New to Copier Sales Reps: Ask More From Your Prospects

In your new world of copiers, training is a big component of the ecosystem — so big it’s like drinking from a fire hydrant. By now you’ve probably come to understand that most of life’s challenges will not be solved with algebra or understanding inheritance and polymorphism — learning how to learn is the best lesson.

So it is now with your new copier position. You may be deft at taking notes, creating flashcards and memorizing basic facts, but I’ve got to tell you, not one prospect is going to establish a relationship if all you know are the paper weights and first-copy-out times for 100 different models.

Unfortunately, your dealer principal and sales manager will demand you know the specifications of every model on the show floor. It’s a tug of war between learning what the “industry” thinks is important and what your prospects see as relevant.

More important than specifications is learning everything possible from every business you visit — no matter the outcome. The first appointment is the time for introductions and getting to know one another; all it takes is 20 minutes to understand how your prospect runs the business and the challenges they face every day. Don’t waste time on your company introduction/value proposition slide deck — YOU are the company

Successful selling professionals utilize the “two ears, one mouth” strategy when getting to know the inner workings of a prospect’s organization. It may sound simple...Read the rest here.