Blog Posts
Six Tips to Build Business Credit
January 13, 2020
Read Time: 2 min 00 sec
Credit is a funny thing. Or maybe not so much funny as titanically frustrating. If you really need credit, it’s...
Cash Is King – Strategies to Improve Your Bottom Line
January 13, 2020
Read Time: 1 min 30 sec
It’s interesting that at a time when major corporations are sitting on mountains of cash, small- and medium-sized companies are...
The Hardest Sale You’ll Ever Make
January 9, 2020
Read Time: 2 min 00 sec
The hardest sale you’ll ever make is the first sale to a new customer. That’s not to say that all...
MPS – The Trojan Horse Approach to Equipment Sales
January 9, 2020
Read Time: 2 min 30 sec
Managed Print Services (MPS) is an excellent way to penetrate new accounts—from the inside out. It’s not uncommon to find...
The Key to Selling XaaS
January 9, 2020
Read Time: 2 min 00 sec
Everything-as-a-service (XaaS) is hot. Storage, desktops, networks, even entire infrastructures are moving to the cloud. If a businessperson wanted to,...
Don’t Forget Anything – The Value of Bundled Selling
December 11, 2019
Read Time: 2 min 15 sec
When financing an equipment acquisition, try to include as many other elements such as service, support, installation and supplies as...
How to (Sanely) Give Your Customers a Great Experience
December 4, 2019
Read Time: 3 min 00 sec
Whether you’re an Apple fan or not, as a dealer you have to envy the loyalty it inspires. Its customers...
A Better Way to Acquire Equipment?
November 5, 2019
Read Time: 1 min 30 sec
For most business owners, equipment acquisition happens in the break/fix moment. Recent research points to more than 65% of all...
9 Tips to Help You Become a More Effective Solution Provider
November 4, 2019
Read Time: 1 min 45 sec
Staying relevant and competitive in today’s market means continually evolving and improving the way you provide solutions to customers in...
Price Objections in the Equipment Sales Process
October 9, 2019
Read Time: 1 min 45 sec
How to overcome basic price objections when selling equipment. Imagine this scenario: you’ve spent a good deal of time establishing...
Why Dealer Websites Need to Promote Financing
October 9, 2019
Read Time: 1 min 30 sec
According to the Equipment Leasing and Finance Association, 70% of businesses leverage at least one form of financing to get the equipment...
Equipment Financing – The Missing Link in Sales Training
October 9, 2019
Read Time: 1 min 45 sec
Selling equipment in the business-to-business marketplace is a highly competitive, stressful endeavor. In order to succeed, sales representatives – regardless...
