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imageSource Magazine
February 2012 Digital Edition
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| The Horizon is Now Good trade shows afford dealers a real chance to meet key industry players & find business-altering solutions all in one venue, over a short period of time. As ITEX is just around the corner, get ready to find real-world advice on how to make the most intelligent purchasing decisions, how to implement the best business solutions, find programs to initiate more growth, and importantly, how to avoid costly business mistakes! Interested dealers and business professionals can find step-by-step solutions at ITEX to grow and/or how to address their "challenges," arming themselves with the best possible tools to result in more profits for the taking. Read this article about ITEX and more inside our February issue. Click here to read more |
Click on the Image Above to Read the Digital Flip Book or
Click on the Articles Below: |
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Cover Story
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ITEX 2012: You're Business Depends on it!
by Sand Sinclair, Editor, imageSource
Be it in the trenches or on the horizon to unearth, elevate and present precision tools to transform your business, the annual ITEX Expo and Conference remains an impressive source for providing quality solutions and networking opportunities to dealers, resellers, distributors, manufacturers, VARs and vendors. Each year those “in the channel” and out depend on ITEX to bring them the most credible strategies and methodologies through credible education tracks, and a quality exhibit hall to find products or partners, meant to revamp their business. With the economy still challenging today’s and future business models, the need for new information to thrive and build on becomes paramount. And - when you can find it housed at one large venue for the taking, all the better.
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Business Strategies
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Business Strategies: Solution Selling Made Easy and Fun!
by Thomas Schneck, President, DocuWare
Engaging your major account and geographic sales professionals in selling solutions is the key to leveraging the potential of your dealership. There are many ways you can ensure that your whole sales team participates in your solution selling initiative - and enjoys it.
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Technology Solutions
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Technology Solutions: Revolution of the Tablet Computer
by Dr. Satwant Kaur, Master Architect, HP CTO
Recently, a Canadian man entered the U.S. by showing his passport on his PC Tablet device. This is a sign of the times where advancing technology takes center stage at every level, with much more to follow on the horizon.
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Business Solutions
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Business Solutions: Prospecting Tools to Super Charge Productivity
by Steve Rolla, Senior Partner, Pros Elite Group
Each one of these indicators has at its root, a function of finding or developing quality prospects. Office imaging prospecting is typically limited in scope to cold calling, tele-selling for appointments, blitzes, mailers, and managing the base of current customers (MIF) etc. Another thing is typical of office imaging dealers/sales professionals - they hate prospecting. They hate prospecting because it has become far less productive / call in developing the leads that lead to closeable business.
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Sales & Marketing
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Good Selling: Fundamentals beat Flash
by David Fellman, President of David Fellman & Assoc.
The guys I play basketball with call me “Old School.” I think that has more to do with my age than my playing style, but I consider it a compliment nonetheless. And the fact of the matter is that my game is a lot more fundamental than flash. An attendee at a recent seminar called me a dinosaur. “I came here looking to find some new ideas,” he said. “You didn’t teach me anything about selling comprehensive solutions at the C-Level in the digital arena, just the same old ‘prospect-and-follow-up-and-ask-good-questions crud I’ve been hearing from my boss. Dinosaurs are extinct, man, and you’re not helping me any by telling me to sell like one.” In case you’re interested, this guy was sent to my seminar because he’s at 60% of the sales level he’s supposed to be at after a year and a half on the job. Personally, I think he’s a whole lot closer to being extinct than I am.
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Business Planning
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IT Services Convergence: The Best Defense is a Good Offense
by Gary Stevens, CEO, Agiliant
Convergence has been a fashionable topic lately. Of particular popularity has been the idea that the conventional lines between managed IT (information technology) services and managed print/output services are quickly graying and will soon disintegrate.
While fashionable speculation is always aplenty, the most substantial opportunities and derailments are often derived from a business leader’s ability to sift through the fodder in order to identify, evaluate and appropriately react (or preferably “pro-act”) to the trends and changes that are imminent in their respective markets.
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IT Talk
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3 Real Reasons for Social Media
by Corey Smith, Dealer Marketing Systems
In your own office equipment business, you may have contemplated adding social media to your marketing efforts. However, many small and medium-sized business owners don’t know where to start, and wonder if there is real value in running a social media campaign for their business. Let me assure you, there is tremendous networking and branding value in this initiative, and at little cost, as long as you realize that social media’s primary purpose is about being effectively social - and it’s through that social aspect that “word-of-mouth” is empowered.
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The Frontline
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So You Want to Grow?
by Tom Callinan, Strategy Development
In the past few months, you probably made some type of resolution to “grow your business in 2012.” You may have decided to add some sales professionals, change your sales manager, make an acquisition, or open a branch in a new territory. For some, you’ve decided to expand your product and or service portfolio. Each of these could be a sound approach to growth; each of these initiatives could also cost you a lot of money, where by the end of the year you could end up at the same revenue or lower than 2011, with lower operating income. Let me start by stating the obvious: growth is hard work!
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Biz Briefs
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Showcase Current Clients to Attract New Ones
by Andrea Sittig-Rolf, CEO, BlitzMasters
Do you have “happy” customers? You know what I mean; the ones who are loyal and continue to buy from you time and time again? Why not leverage the success of those customer relationships to gain new customers to further develop your business? Your satisfied customers are the most powerful and credible tool you have to help sell your product or service, and a case study is an excellent way to showcase your best customers.
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Hot Products
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