- The powers believe in mandates.
- The powers know how to spin anything into a National Security issue.
- Getting the economy going again is "a national security issue".
- The powers are influential.
- The powers know the populace is numb to being directed.
Search This Blog
Sunday, February 20, 2022
How Long Until We See "Work from the office" mandates?
Thursday, February 17, 2022
Eight Ways to Sell to Corporate Culture in 2022
Much is being said about how the work-from-home movement will negatively impact the corporate culture.
What is Corporate Culture:
"Corporate culture refers to the beliefs and behaviors that determine how a company's employees and management interact and handle outside business transactions. Often, corporate culture is implied, not expressly defined, and develops organically over time from the cumulative traits of the people the company hires." - Investopedia
Long established and organically grown, corporate culture resists outside influences - you, as a salesperson are an outside influence, especially in the post-Covid age.
Today, implemented managed print services still presents a shock to the system and a threat to the 'how we've always done it' position.Visualize an MpS implementation as an enhancement to your customer's existing workflow.
One of the first articles I wrote was about implementing a managed print services program and the risks of ignoring corporate culture in the process.
Back then, we were concerned about the impact of reducing devices on the way people felt about their jobs. MpS engagements were new; they changed the way toner was ordered and revealed how the number and location of devices could be a shock to the system.
Today, implementing new services is a shock to the system because it threatens the 'how we've always done it' position.
Visualize an MpS implementation as an enhancement to your customer's existing workflow and be 'like water.'
Workflow is about optimizing the processes of everyday business tasks. In other words, it’s how work gets done. Change is guaranteed, and the corporate culture at the organizational, departmental, or personal level can’t help but be influenced.
I once heard a really smart guy say, “Culture kills process every day.” It’s something we should all keep in mind.
Tuesday, February 15, 2022
Journalism is Dead
It's just looking at all the headlines, the nugatory subjects permeate all the industrial news media you gotta wonder if each editorial staff meets in the same room.
I'll let you decide.
Here are the landing pages for today, February 15, 2022:
Sunday, February 13, 2022
Three Reasons Managed Print Services is Not Dead
Friday, February 11, 2022
Hybrid Office is a Trap
- Why do we need managers, when there are no employees in the office?
- How is it that for two years, employees worked at home and their productivity went up?
- How can employees be efficient and productive without a manager looking over a shoulder or an executive giving a lunchroom speech?
Thursday, February 10, 2022
Three Reasons Hybrid Office Will Fail and Why
Friday, February 4, 2022
Is It Workflow? Or Is It Just a Tool?
Wednesday, February 2, 2022
New to Copier Sales – Use Local Events to Share Your Expertise
Friday, January 28, 2022
Managed Print Services is an Opportunity. Always has been...
“Managed print services is the active management andoptimization of business processes related to documents andinformation including input and output devices.” - MPSA
Thursday, January 27, 2022
New to Copier Sales – Use Local Events to Share Your Expertise
Thursday, January 6, 2022
Managed print Services inside a VAR. A long time ago...
Sunday, January 2, 2022
New to Copier Sales: How to Write a Blog or Article
You’ve heard it before: “You’ve got to create content.” Your LinkedIn feed is probably littered with all sorts of influencers pitching their personal branding and content generation classes.
Distinguishing yourself through content is undeniably effective, but how? Adding one more task to your selling process is daunting. But writing about how you’ve helped others is a great way to project expertise and build credibility. Above all, writing can be a catharsis.
That’s the trick to good content — write for yourself, to yourself. There are two basic audiences: those in the industry — coworkers, vendors, and the like, and those on the other side of the table — prospects, and customers. Talking with either audience requires relevant ideas, subject matter, and empathy. Put yourself in their shoes. For example, if you recently had a great prospecting or cold-calling experience, tell the story. The odds are good that not only will your peers find it interesting, your prospects will as well.
Remember, they sell things too.
Read the rest here.