PrintFleet Blog

Prospecting Best Practices

Posted by Jenna Guy on Nov 8, 2018 9:00:00 AM

Prospecting is one of the most labour-intensive aspects of the sales process, but it’s also a crucial sales activity that all reps should be doing to ensure they meet their targets each month. Time and targets are constant concerns for people in sales; it can feel like there’s not enough time in the day to generate the numbers they need to hit targets. Effective prospecting can help salespeople proactively and productively identify opportunities to help them hit their quotas. In this blog post, we’ll be looking at some best practices for identifying, prioritizing and connecting with potential customers to accelerate the sales process.

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Topics: MPS, Sales

Selling MPS to Multiple Decision Makers

Posted by Jenna Guy on Nov 1, 2018 9:00:00 AM

Editor’s Note: This post was originally published in May 2017 and has since been updated.

On average, 5.4 people are now involved in today’s B2B purchase decisions (Source). As a result, B2B sales cycles are getting longer and longer, and differences in opinion make it increasingly difficult for decision makers to agree on a purchase. There are a number of reasons for this shiftincreasing collaboration in the workplace, emphasis on strategic alignment, tighter control on spendingbut regardless of the cause, the end result is the same. Salespeople have to contend with multiple decision makers and, to make their sales efforts more effective, they need to tailor their approach to multiple buyers.

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Topics: MPS, Sales

7 Sales Tips to Help You Win More Deals

Posted by Jenna Guy on Oct 25, 2018 9:00:00 AM

Editor’s Note: This post was originally published in December 2016 and has since been updated.

The market for managed print solutions is very competitive, making it more important than ever for those selling managed print to revisit and update their sales strategies. What was tried and true ten years ago might not necessarily be effective today. In that time, technology has fundamentally changed how we communicate and how we find information, two essential aspects of the purchasing process. To close MPS deals and win bids in today’s market, sales professionals must respond to these changes. We put together a list of seven tips to help close deals with these changes in mind.

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Topics: Tips, MPS, Sales

7 Must-Have Content Pieces for SMBs

Posted by Jenna Guy on Aug 10, 2018 3:03:43 PM

Editor’s Note: This post was originally published in May 2017 and has since been updated.

Ever wonder where the phrase “content is king” comes from? The popular refrain was first introduced by Bill Gates in a 1996 essay of the same name. In it he accurately predicts the content boom generated by the internet. Many of his statements still ring true today and speak to the hugely important role content plays in how people communicate, find information, make decisions and purchase products.

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Topics: MPS, Marketing

Handling Objections to Digital Transformation

Posted by Jenna Guy on Jun 12, 2018 12:11:15 PM

Implementing organizational change can sometimes feel like fighting an uphill battle, especially when it comes to the widespread change associated with digital transformation. You need to ensure everyone is on the same page, which means the expectations, responsibilities and value are made clear to each person. Communication and change management strategies can make change much less daunting for organizations. In this blog post we’ll be looking at some of the reasons why change is so hard for us and giving you the tools and strategies you need to respond to these challenges.

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Topics: MPS, Strategic Planning, Digital

Measuring Digital Readiness

Posted by Jenna Guy on May 18, 2018 4:20:34 PM

In our last post we looked at digital transformation – what it is, the benefits to businesses and what it means in the context of managed print services.  We didn’t answer one very important question, though. How do you get started? Digital transformation is a huge undertaking and requires extensive planning on the part of businesses. Before you start anything, you should conduct an audit of your current business practices to see where you stand. This is called measuring your digital readiness. In this blog post, we’ll be breaking down this key concept so you can see how prepared your company is.

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Topics: Industry, MPS, Digital

Digital Transformation Basics

Posted by Jenna Guy on May 8, 2018 9:00:00 AM

For many organizations, changing established processes can be difficult. We know the old saying: if it ain’t broke, don’t fix it. This polarized thinking is problematic, though, because businesses are complex and processes don’t have to be ‘broken’ to be improved. Digital transformation is one of the most effective ways to update processes and drive efficiency to stay ahead in today’s competitive markets. In this blog post we’ll be focusing on the basics of digital transformation and exploring how companies can leverage technology to transform their business.

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Topics: Technology, MPS, Data

What is data analytics?

Posted by Jenna Guy on Apr 27, 2018 10:58:56 AM

There’s a famous line from Samuel Taylor Coleridge’s poem “The Rime of the Ancient Mariner” that goes, “Water, water everywhere, nor any drop to drink.” What does this mean and what does it have to do with data? If you just replace ‘water’ with ‘data,’ this statement rings true for many businesses today. Many organizations collect large quantities of data, from sales to social media data, but unless they have the tools to analyze the information, they can’t benefit from it despite being surrounded by it. And that’s the point Coleridge is trying to make. Data, data everywhere, but no insights to be had.

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Topics: MPS, Data, Analytics

Using Dynamic Views for Better Insights

Posted by Jenna Guy on Apr 11, 2018 3:03:10 PM

There’s no denying that data is an incredibly valuable resource for your business, but unless you have the data analytics tools necessary to collect, process and visualize that data, the value can get lost in translation. We recently looked at how you can use alerts and reports to provide more proactive device management for your customers. In this post we’ll be exploring how the dynamic views in PrintFleet Optimizer (PFO) can give you a high-level sense of how your print fleet is doing and also drill down to assess individual customer environments.

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Topics: MPS, Device Management, Data

Using Reports Effectively

Posted by Jenna Guy on Mar 16, 2018 9:00:00 AM

For many dealers in the imaging industry, print data is an untapped resource than provide valuable insight into their operations. Using device data to make smarter business decisions can help set dealers apart from their competitors, but only if they have the data analytics tools in place to collect and make sense of that data.

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Topics: Tips, MPS, Education, Data