LMI BLOG

5 Money-Making New Year’s Resolutions for MPS Sales Managers

Posted by LMI Dealer Content Team on Wed, Dec 21, 2016 @ 03:19 PM

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One of the quickest ways to grow your sales results and your income next year is to strengthen the competency of your sales managers. With turnover rates in the imaging industry red-lining now in the 60% range (mostly metro centers), it’s hard to argue with the need for a strong sales leader. A recent survey of sales professionals also revealed that the number one reason people quit a sales position is because they don’t like the person they work for. If you have ever worked for a great sales manager, you know what a difference they can make.

To help you and your sales managers succeed, here are five New Year’s resolutions to consider:

1. Focus on sales skill development – not just results. 

It’s hard not to focus solely on the numbers, but if you don’t teach your salespeople the art of selling, they may never become self-sufficient – and stay! Most adults learn by doing, so the key to building selling skills is ongoing reinforcement. Try to create some form of ongoing weekly sales skill development exercise as part of every sales meeting agenda.

2. Create individual rep development plans – focus on the person. 

Every sales rep is different. Each has their own selling style, their own unique motivations and certainly their own expectations. This is why successful sales managers have a specific plan for each rep on their team. The plan is based on their profile including a realistic view of their strengths and weaknesses. Coaching everyone the same may work for some, but not all.

3. Make sales meetings productive – don’t waste people’s time.

Have you ever attended a sales meeting that could have been handled in an email? If you’ve sold for more than three months, chances are you have seen your share of wasted selling time: long, boring PowerPoint presentations, product info that could have been emailed or meetings that lack a structured agenda. Elite sales managers have a meeting agenda, a meeting plan and then they execute on that plan. Think about it, in professional sports would you ever catch a coach without a practice plan?

4. Inject some FUN in the job – keep things positive.

Customers can be extremely challenging and common sense suggests that people will endure more and try harder if they enjoy going to work. That’s not always an easy task which is why the culture of the sales department must be upbeat and positive. Great sales managers have a way of creating fun contests and humorous challenges that make work fun while generating bigger sales results! 

5. Spend more time in the field – but be prepared.

We all act differently in front of a customer. Some can act good...and some, not so good. Take the new hire for example. Who really knows what they’re saying (or not saying) to a customer. Sometimes it can be scary for sales managers to see how their reps engage with a real live customer. Spending more time in the field allows the sales manager to impact more deals, observe the rep's selling skills first hand and coach better than they could behind their desk. If job shadowing isn’t part of your current sales management process, you may be missing a big opportunity to develop people and achieve bigger sales results.

Do you need help with MPS sales training or new hire selling skills? Now may be the time to view what North America’s top Managed Print providers are doing to grow their businesses and their profits.  Engage us today to learn more!

 

 

Tags: Sales strategies, MPS, how to grow MPS business, sales tips for MPS

Why Earth Day Could Be the Best Day of the Year to Sell Managed Print Services

Posted by LMI Dealer Content Team on Thu, Mar 24, 2016 @ 03:18 PM

earth day LMI

If there is one day every year to circle on your Managed Print sales calendar, it has to be April 22nd. That's Earth Day, a time when we all stop and rethink our contribution to environmental sustainability. As a Managed Print provider, this is a very special day because it creates a compelling event you can use to start more conversations about how you can help organizations adopt a greener print strategy. On Earth Day, your MPS value proposition featuring recycled printers and recycled print cartridges becomes more meaningful and your chances of connecting with higher level executives is perhaps more likely than any other time of the year. 

Here are some powerful reasons why Earth Day represents such an awesome opportunity for Managed Print Providers to kick start new sales cycles with new and existing customers.

• Top of Mind Awareness: According to Wikipedia, 192 countries now celebrate Earth Day on April 22nd on an annual basis. It's a special day for people, businesses and communities to stop and think about what they are doing to protect our environment. So if there is one time when environmental sustainability is on the minds of the business leaders you want to meet with, it has to be Earth Day!

Idea: Use Earth Day (and the month of April) as a "compelling event" or reason to meet with people.

• MPS Value Proposition Alignment: The idea of printing less or printing greener continues to gain popularity across a wide array of industries. Education, Government, Healthcare, you name it, most organizations have made sustainability a priority and most have appointed someone responsible for reducing their carbon footprint. If you’re not connected with these people, this may be a great place to start. The MPS value proposition aligns perfectly with the essence of Earth Day. From our experience working with many of North America’s top MPS providers, it's apparent that the use of scanning technology and print cartridge recycling are perhaps two of the most underutilized opportunities in most offices. People are still printing more than they need to and throwing used print cartridges into trash cans because they don't know what to do with them.

Idea: Link your pitch directly to Earth Day by promoting specific environmental benefits such as a Zero Landfill Cartridge Recycling Service.

• C-Level Engagement: The vast majority of business owners and senior executives are keenly interested in making their organizations greener; especially if they can link organizational benefits, such as cost reduction and business productivity improvements, to an initiative that will reduce their carbon footprint. These senior people are usually the champions for environmental sustainability and represent the high level contacts your competition would least like you to connect with in their accounts! They’re also the people you should be meeting with in your accounts to protect your market share. If there is a time of year to "call high", there may not be a better time than Earth Day to do it.  

Idea: Elevate your level of engagement to senior levels promoting greener business outcomes achievable with your Managed Print Services.

Are You Ready For Earth Day?

Top MPS sales performers consistently tell us that the month of April offers tremendous prospecting potential because the environment is such a hot topic. Still not convinced? Start watching how advertisers on TV and other mediums ride the wave of Earth Day throughout the month of April to engage more prospects to sell their products and services. Earth Day is coming soon and now is the time for you to leverage this once-a-year event to maximize your Managed Print sales potential.

Tags: remanufactured printer, Sales strategies, green office practices, zero landfill program, managed print sales, how to grow MPS business, sales tips for MPS, remanufactured cartridge

Root Causes of Underperforming Reseller Websites

Posted by LMI Dealer Content Team on Fri, Mar 11, 2016 @ 10:08 AM

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1. THE “SET IT AND FORGET IT” MENTALITY 

In the olden days we’ll call the early 2000s, it may have been fine to set up a website and move on to the next business priority – no longer! You probably used some fancy flash motion or videos and were pleased with how your digital storefront looked. Today’s top performing websites are a living and breathing extension of a business that should offer ongoing updates and insights on topics that matter most to your customers or those you want to attract. An outdated website is easy to spot with tired information, outdated social channels, lack of mobile readiness and a heavy focus on pushing products instead of providing answers to business problems.

2. WE HIRED A "KID" TO DO OUR SOCIAL MEDIA

Social media management can be confusing for middle-aged business people who grew up before the Internet. Often it’s easy to hand the social reigns of your business to a Millennial that is up to speed on the latest social outlets to showcase your brand. Be sure that your Millennial has a firm understanding of the business challenges and relevant content that would be of interest to your target audience. Posting pictures of the recent corporate luncheon is fine, but there is an 80/20 rule that most social strategists follow. Eighty percent of the social posts should be knowledge sharing (not a product push or company promo) and the remaining twenty percent of your social posts can be more about you! Maintaining the right balance will grow your social circles and position your company as the “thought leader” you want to be!

 3. NOT "KEEPING UP WITH THE JONES'S" 

Have you checked your competitors’ websites lately? If you haven’t, this should be a staple exercise each quarter. In today’s online world, it’s estimated that 9 out of 10 of your prospects will be looking at your website before buying from you. And if they’re shopping around, they will likely be comparing your site against your competition as well. Maybe it’s time to see what the Jones’s are up to?

4. THE "CONTACT US" FORM IS YOUR ONLY FISHING LURE

If a customer was interested in what you sell, would the only form on your website be a “Contact Us” form? If the answer is yes, think about how many contact forms you have filled out on vendor websites. Top performing websites have a strategic content offer strategy that presents an eBook or a report that would be of interest to their target audience behind a form. In other words, if you want that information from us, we will need you to tell us who you are. This gives salespeople the opportunity to follow up on “leads” generated from the content offers on their website.

5. NOT RIDING THE "YOUTUBE"

Video can be shot and uploaded for free with a smartphone these days. In fact, some of the most viewed videos on the Internet are “how to” videos people searched to find an answer to a question. Of course there is a definite difference between raw and professional video, but the cost of video has come down and the appetite for video continues to soar over text. YouTube continues to explode in appeal and if you’re trying to catch the attention of today’s busy, short attention-spanned decision maker, a short video may be your best chance!

6. YOU CAN'T MANAGE WHAT YOU CAN'T MEASURE

Are you able to track who is coming to your website, how many visitors you are getting each month, or what pages people are viewing most? These types of stats are readily available with today’s website analytics software. Some are free, such as Google Analytics and others, like HubSpot, cost a little bit but provide tremendous insight on specific prospect activities and metrics to help you determine what’s working and what isn’t driving ROI on your marketing spend.

7. PRODUCT PUSH VS. KNOWLEDGE SHARING

There’s a saying in the online marketing space – “jab jab jab, then punch”. This refers to the ration of what you communicate. The “jab” refers to providing your audience with knowledge sharing information to draw them in, and then the “punch” refers to asking them to take action on your product or service. If you look at your company’s social streams or the content you provide customers, how much of the content is creating a pull (the jabs) versus the push (the punch)? Maybe you need to recalibrate your content formula. Most companies are the inverse; the worst ones never stop punching their points in to the customers they are hoping to attract! 

8. MOBILE READINESS

A recent survey showed that roughly 70% of people now sleep within reach of their smartphone. This alone should be a good indication of where your site visitors are coming from. Most websites see approximately 50% of their traffic coming from cell phones and the trend is rising. If you haven’t looked at your website on your cell phone, try it now. See what at least half of your customers and prospects are seeing when they arrive at your website.

 If you don’t like your current website as much as you did when you started reading this article, maybe now is the time to review your website strategy before the Jones’s get too far ahead!

Jumpstart MPS sales

 

Tags: Sales strategies, LMI Solutions, how to grow MPS business, sales tips for MPS, website optimization, managed print marketing

3 Simple Analogies to Explain Managed Print Services to Any Customer

Posted by LMI Dealer Content Team on Wed, Feb 10, 2016 @ 11:39 AM

lmi sales analogies

Sometimes customers simply don’t understand what Managed Print Services is and how it can help their business.

Here are some well received “analogies” you may want to consider when explaining the what, why and how of Managed Print Services to a prospect:

1.   The Automobile Fleet Analogy

Ask your customer to imagine that they are responsible for maintaining a fleet of cars and trucks used by their business each day. Over the years they’ve bought or leased a mix of makes and models, some larger and some smaller, each requiring its own specific type of fuel and parts.  All of them requiring higher value employees to order gasoline when required, perform their own maintenance and deal with questions when they arise.

Wouldn’t it make sense to outsource the maintenance of their fleet to a company that specializes in maintaining vehicles if it was affordable and reliable? Why not do it with their printers?

2.   The Gas Pump Analogy

Ask your customer if they had a company gas pump for all employees to access, would they use an honor system or would they put some formal usage restrictions in place?

Over 90% of small and mid-size organizations with less than 100 employees have absolutely no print rules in place for their employees. Every time an employee selects the print button, they are making a buying decision that costs the company money. If they decide to print something in color it is eight to fifteen times the cost of a black and white impression. With no print management monitoring software to track or restrict usage, companies are leaving themselves open to avoidable expense.

3.   The Mailing Machine Analogy

Ask your customer if they have a mailing machine in their office. If they do, ask them if employees are allowed to mail whatever, whenever, they want. In most cases, mailing systems require a user password before dispensing stamps at the company’s expense. Why should printing be any different?

If the stamp required to mail a letter in the United States now costs 49 cents, that’s less expensive than printing a five-page color document on most office printers that cost 8 cents to 50 cents per page. 

Each prospect is different and you may need to select which analogy best suits your situation. These analogies have proven to be extremely beneficial for top performing sales representatives because they are commonly understood concepts.

Managed Print Services is an affordable and practical way to keep higher value employees focused on higher value tasks while controlling expenses with user visibility and restrictions that make sense.

Do you have a selling analogy that works? Your teammates at LMI Solutions would love to hear it. Good selling!

Jumpstart MPS sales

Tags: Sales strategies, how to grow MPS business, sales tips for MPS, managed print services, elite salespeople

How to Prospect Effectively for Managed Print Opportunities Over the Phone

Posted by LMI Dealer Content Team on Thu, Jan 28, 2016 @ 05:36 PM

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Whether you’re selling Managed Print Services in the field, or virtually from a tele-sales position, your ability to start Managed Print sales cycles over the phone is key to your success.

Yes, we fully support the benefits of face-to-face meetings and believe wholeheartedly in the power of social connections, but the age-old concept of “dialing for dollars” remains a core prospecting activity for top performers.

To date, we’ve had over 3,000 MPS sales professionals through our Peak Performance MPS Sales Training program and the prospecting module is consistently a favorite topic. To help you be more successful with your initial approach over the phone, here are some tried and true best practices to consider:

  • Rehearse your talk track before you call - Simply practicing what you plan to say will ensure that your delivery is smooth and professional.
  • Be brief and to the point - The ideal opening value proposition statement after your greeting should be no longer than 30 seconds. Often referred to as the “hook”, the quicker and more compelling you can make your opening statement the more successful you are likely to be.
  • Write down key points you want to mention - Having your key points written down to reference as you speak will ensure that you deliver important messages within the initial conversation.
  • Call before and after business hours - Reaching business leaders during the day can be a daunting task amidst screens and voicemail. Calling during off hours will increase your chances of connecting live.
  • Beware of voicemail - Many top performers will avoid leaving voicemail if they can and instead will hit zero and ask the receptionist to speak with someone else such as the person’s executive assistant or another key influencer.
  • Speak in a confident business tone - Communication research suggests that the tone we use over the phone is up to seven times more important than the words we use. In many cases you may be saying the right things but in a tone that doesn’t sound convincing enough to the receiver.
  • Avoid slang and industry jargon - Remember that the people you’re calling are not in the Managed Print business! Most customers won’t stop to clarify what terms mean, so you may be the only one that understands what you’re saying.
  • Utilize credible and relevant statistics - Elite performers have a readily available list of impactful statistics that will relate specifically to the prospect’s type of business from third party sources. Citing credible statistics will also seem less “salesy” and be more believable or consultative in nature.
  • Customize your talk track - Make sure you adjust your approach to be relevant to the specific person, position and company you are calling. A one size fits all – for example “we can save you 30%” – may not be as effective for all audiences.
  • Activities, activities, activities - In addition to skill and preparation, there is no replacement for a high activity level of outbound calls increasing your chances of making more connections and creating more sales prospects.

Do you have phone prospecting ideas that work for you? Tell us about it, we’re always looking for ways to help LMI dealers grow their businesses and their profits!

Jumpstart MPS sales

Tags: Sales strategies, managed print sales, how to grow MPS business, sales tips for MPS, Sales superstars, managed print services

7 Quick Ways to Grow MPS Sales Results

Posted by LMI Dealer Content Team on Mon, Dec 28, 2015 @ 02:09 PM

lmi 7 quick ways

At LMI Solutions, we enjoy the opportunity to see what hundreds of Managed Print providers are doing to grow their recurring revenues with more pages under contract.

Here are 7 ways you can make an immediate impact on your MPS business results!

  1. Focus on Color Pages – The typical page printed in color is worth roughly 8 – 10 times the amount of a black and white impression. Color profits are much bigger too; especially with new extended yield aftermarket color toner. If you’re looking to grow your top and bottom line fast, color is the place to be.
  2. Showcase MPS on Your Website – Most dealers get 2,000 – 6,000 visits to their website per month. That’s between 100 and 300 hits per working day! When people come to your website to place a service call or read your blog, is it obvious that you’re in the Managed Print business? Is there a compelling reason to engage you? Do you have online lead generation offers?
  3. Refocus Your Salespeople – Sometimes we all get scrambled trying to keep up with customer demands and the latest “top priority” in the office. Whether you provide extra Managed Print sales training, or you review your competitor’s websites, focus really does drive results.
  4. Target Specific Accounts – Rather than trying to sell Managed Print Services to any account, determine where your most obvious opportunities are and target those accounts with a specific MPS marketing campaign.
  5. Financial Incentives – Most salespeople are motivated by money. If you put additional money on the line for them to go after the specific market or customer profile you want, you may be surprised at how money can buy happiness.
  6. Get an Outside Opinion – If they change the coach every few years in professional sports, maybe it’s time to bring in an outside opinion to sense check if the plays you’re running are working; from sales, to service, to infrastructure.
  7. Certified Pre-Owned Printers – The beautiful part about installing a CPO printer is that you can save money on the hardware and immediately quote and sell the customer aftermarket color toner. When you sell a brand new printer your customer is forced to use OEM parts and toner for at least 6 – 12 months which can eat into your profits.

See something you like in this list? Ask your teammates at LMI Solutions for help if you need it – we’re ready when you are!

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Tags: how to grow MPS business, sales tips for MPS, color printing, website optimization, managed print marketing, Managed Print sales training, managed print services, aftermarket printer

Managed Print Marketing: Part B

Posted by LMI Dealer Content Team on Thu, Dec 10, 2015 @ 03:30 PM

Managed Print Marketing: 6 Questions You’ve Always Wanted To Ask - Part B

 lmi marketing questions ptB

We are sharing the remaining three questions that were asked during our webinar with ENX Magazine on November 19, 2015. Haven’t read part A yet? Don’t fret, at the end of this blog post, you’ll find a link to part A so you too can learn about social media management, marketing and general missed opportunities Managed Print Service dealers face.

4)  “There is a lot of buzz in the industry around vertical markets and industry-specific marketing. Do you see an opportunity in vertical markets?’’

We absolutely see the opportunity here. In fact, a little while ago, here at LMI we produced videos speaking to the eight top verticals that buy Managed Print Services. They’re very popular amongst our partnering dealers because they provide industry-specific content that help them promote a more relevant message to the vertical they’re prospecting.

5)  “What about email? Are dealers having success with it?’’

Yes, email is still an integral component of the MPS marketing mix. Sometimes dealers have a difficult time leveraging email because it takes time to set up a distribution list, create content, follow up, etc. This is something we have helped our dealers with in the past and they have seen real results with email after working with us on it.

6)  “Where can we go to see an example of LMI’s website services?’’

We don’t normally disclose the dealers we’re working with, but the Ray Morgan Company was shown in the webinar as an example of how LMI Solutions has helped a dealer elevate their brand awareness and sales leads, so feel free to use them as an example. You can visit raymorgan.com for an example of our website design and content services.

And with that, we open the floor once again for more questions about MPS marketing. If you have a question that isn’t addressed above, please leave a comment for us and we will give you our perspective on it!  Want to read part A? Click Here.

Tags: LMI Solutions, managed print sales, ENX webinar, how to grow MPS business, managed print marketing, managed print services, social media strategy

Managed Print Marketing: 6 Questions You’ve Always Wanted To Ask - Part A

Posted by LMI Dealer Content Team on Thu, Nov 26, 2015 @ 08:43 PM

lmi marketing questions ptA 2

Many Managed Print Service dealers have the same concerns about their marketing efforts:

  • How can I use social media more effectively?”
  • “Am I connecting with my prospects through their preferred channels?”
  • “How can I focus on marketing when I’m so busy focusing on selling?”
     

These concerns, among others, were addressed during our webinar with ENX Magazine on Nov 19, 2015.  Christian Pepper, LMI’s Director of Marketing & Business Intelligence, spent close to an hour educating our audience about how to make the most of their MPS marketing efforts. His tactics brought about some great conversation amongst our audience and, before we knew it, we had questions coming in one right after the other! 

We wanted to share some of those questions and answers with those who missed the webinar. In this two-part series, we discuss the questions about MPS marketing that you’ve always wanted the answers to:

1)  “What’s the biggest mistake you see dealers making in their marketing efforts?”

Although many dealers are doing a great job with their current marketing efforts, there is always room for improvement. The opportunity that has yet to be recognized is the full power of the dealers’ websites; the link between site visitors and sales leads is being overlooked. 

This is a key area that we are currently working on with our dealers – ensuring that they see their website as the center of all of their marketing initiatives, and that they understand it’s worth spending the time optimizing it for online conversions.

2)  “We don’t have the time or expertise to market effectively because we’re focused on selling; do you suggest we hire a full-time marketing person?’’

This is really a matter of opinion. Marketing personnel can be expensive and results can be slow in coming while you’re initially educating them on the document imaging industry. Luckily, our ever-evolving world has produced a solution for those who want the benefits of marketing personnel without the heavy investment. In 2015 LMI introduced the vCMO – a virtual Chief Marketing Officer – for select dealers, that works alongside them to market their businesses. vCMOs are already industry educated and competent in different media platforms which makes their marketing efforts more effective. Their expertise can generate quicker, better quality leads for the dealer than traditional marketing personnel could.

3)  “Our social media accounts are hard to keep up to date, and it’s even harder to write blogs – what are your suggestions for maintaining our social presence?’’

For the time-crunched dealer who struggles to keep their social media up to date, LMI offers social media management services to alleviate this stress. Dealers are better off working with a social media manager than haphazardly publishing blogs and social content. It requires some finesse to create valuable, unique content that won’t be considered a duplicate of someone else’s work. Duplicating content online is one of the most damaging things you can do to your online presence in terms of SEO. If you can’t dedicate the time to it, that’s okay, but let someone else do it for you instead.

Stay tuned for the second part in this blog series. In the meantime, feel free to leave us any comments you might have about the first three questions we encountered during our ENX webinar last week!

Tags: LMI Solutions, managed print sales, ENX webinar, how to grow MPS business, managed print marketing, managed print services, social media strategy

6 Reasons Why MSPs Should Consider Managed Print Services

Posted by LMI Dealer Content Team on Fri, Nov 06, 2015 @ 11:12 AM

LMI top six

The profile of tomorrow’s Managed Service Provider is likely to continue to morph itself as the appetite to outsource non-core competencies continues to gain momentum. Today’s business leaders know they need to be leaner and meaner than ever; especially SMBs, a segment that most MSPs are focusing on right now.

Over 70% of Managed Print agreements are either initiated, or approved, by the IT leader in SMB accounts.
Managed Print Consulting, 2015

As their customer’s needs change, so will the stack of services MSPs will offer to meet the demand for new technologies, products and services to grow their recurring revenues. Some call it “winning more wallet share” through traditional and nontraditional offerings that solve business problems.

If you own the network, why not include printers and consumables in your stack of services as well? Advancements in remote monitoring and supplies fulfilment now make it easier than ever to deliver Managed Print Services under your company brand.

Here are 6 reasons why MSPs added Managed Print Services to their stack in 2015:

  1. Lucrative Margins - Most Managed Print Providers are making 30% to 50% gross margins each and every month. You receive a wholesale cost-per-page that includes everything you and your customer need to print in black and white and color.
  2. Recurring Revenue - Most Managed Print agreements are for a three year term with auto renewal options to extend the customer’s commitment.
  3. Same Buyer - Over 70% of Managed Print agreements are either initiated, or approved, by the IT leader in SMB accounts. Printing is perceived by most IT leaders as the bane of computing.
  4. Account Protection - The more end points you manage, the stickier you are with the customer.
  5. Account Acquisition - Some MSPs do not offer Managed Print Services, making it a vulnerability you can capitalize on as a point of entry.
  6. Turn Key Infrastructure - You simply sell the Managed Print Service and your customers will receive the products, service and support with little to no effort on your part.  

Whether you’re an IT VAR, an MSP or a CSP, you are probably looking for creative ways to scale your business and grow your recurring revenues. For many of the larger MSPs in North America, Managed Print Services has been proven to strengthen their value proposition and their bottom line with nominal effort.

 MPS Opportunity Calculator

 

 

Tags: managed print sales, how to grow MPS business, managed print services, Managed service providers, MPS value proposition, Value added reseller

What Makes An Elite Managed Print Sales Rep?

Posted by LMI Dealer Content Team on Wed, Aug 26, 2015 @ 12:43 PM

 lmi elite businessman

Elite salespeople are very special and hard to come by. Sometimes they are hard to spot because the great ones are often very humble about their unique ability to generate above average revenue and profit on a consistent basis.

Having an elite Managed Print sales professional on your team will grow your bottom line faster and set the pace for others to keep up. Think about the impact you’ve seen a top salesperson make in your business. Yes, they often do require more “attention”, but you have to give them some slack if they are writing the sales volume of three to four other reps every month. That’s each and every month of the year, with little to no hand holding.

So what makes an elite Managed Print sales representative? Here’s your answer in our list of sales qualities that separate the elite sellers from the pack.

  1. Desire – Look at all top athletes, the best business leaders and the best salespeople you know. They all have a burning desire to succeed at what they do. It’s that desire to overachieve that makes everything else happen that’s necessary to be successful.
  2. Sales Ability – Businesses are starting to place more focus on talent management. From recruiting, to ongoing personal development of the employee, progressive sales organizations understand that sales training needs to be an ongoing activity to keep their people sharp. Gaps in sales ability will undoubtedly be reflected in an individual’s sales performance.
  3. Activity Mix – There’s a new “sales activity mix” that’s fast becoming the formula for elite sales performance. The mix includes a hybrid model of selling activities that feature traditional sales activities (like cold calls, phone prospecting etc.) and newer inbound lead generation methodologies (leveraging social media, online forums and other contemporary ways of connecting with decision makers). For example, elite reps are now prospecting through professional LinkedIn profiles instead of spending time knocking on doors on Monday mornings from 8am until noon. Of course, the argument could be made, if your customers are online why not connect with them there?
  4. A Great Story – Elite salespeople use storytelling as a means to start and close deals. They have stories that engage the prospect and help them understand the benefits of their product or service. Quite often the same stories are used to articulate a point at certain times across the sales cycle and can be leveraged by your entire sales team. Listen in on the elite salesperson in your office and chances are you’ll hear a great story being told just before an agreement is signed!

Do you have an elite salesperson on your Managed Print sales team? If not, now you know the qualities to look for to find an elite Managed Print salesperson to grow your MPS business!

Tags: managed print sales, how to grow MPS business, sales tips for MPS, Sales superstars, managed print services, elite salespeople