by Damy@convergenceconsulting.biz | Feb 8, 2016 | Blog, Sales
Over the years one of the most common questions I get from copier dealer principals and sales reps is, “When do you think people will start buying copiers online?” My answer: “They already are and have been buying copiers online for years now.” Really. Yes, but not...
by Damy@convergenceconsulting.biz | Dec 15, 2015 | Blog, Sales
Since the invention of xerography, copier salespeople have possessed one critical skill: they are able to drive conversations. As we step into the bold new world of social selling, nothing changes. Until you start a conversation with someone, nothing happens. The Art...
by Damy@convergenceconsulting.biz | Dec 4, 2015 | Blog, Sales
Google and LinkedIn have forever altered the traditional sales process. In one sense, the buyer gets more control than ever before over where they get information. However, in the middle of wringing our hands about the buyer being more informed than ever before, I...
by Damy@convergenceconsulting.biz | Nov 25, 2015 | Blog, Marketing, Sales
This Thanksgiving I am struck by how much working in a small business can generate thankfulness. Over the past 23 years, I’ve worked for global technology companies. I’ve also worked for a local copier dealer. For the past 12 years, I’ve been the leader of a growing...
by Damy@convergenceconsulting.biz | Nov 9, 2015 | Blog, Sales
As I talk to dealers around the world I keep hearing frustration that there isn’t more customer loyalty. While our equipment and solutions get more sophisticated, the actual purchase gets more commoditized. There’s too much “me too” and not enough value-driving gross...
by Damy@convergenceconsulting.biz | Nov 2, 2015 | Blog, Sales
What is the reaction you want to get after a sales conversation or marketing interaction? Most salespeople would say they want their prospect to say, “Yes, I totally agree with you! That’s what’s keeping me up at night.” While that’s great, here’s the...
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