The Art of Grabbing Your Prospect's Attention OnlineLarry Levine
With so many people competing for a decision maker's attention, prospecting can be a challenge in today's market. Fortunately, there are creative ways that you can get noticed.
Here is the YouTube link... https://youtu.be/NjgDUdDhOzw
Net New Business Summit 16 0920 Destin ForidaLarry Levine
How many deals are your sales reps involved in within your marketplace? Companies must look credible online as well as their sales reps. How many deals are going down in your respective territories that you are not involved in?
Marketing to Make Managed Services Mainstream Larry Levine
You have launched a managed services business knowing that it will be an important part of your future. But while some of your key clients have signed up for managed services, the majority of your customers and prospects still view you as a copier company. In this workshop-style session, you will learn practical strategies to cross the chasm and position your managed services and document solutions offerings so that the majority of your clients want to sign up. You'll discover ways to get the attention and buy-in of the majority of your current and potential clients so that your managed services business can become a core revenue driver in your dealership.
The document discusses how the sales process has changed with digitally empowered buyers. It introduces the "new sales playbook" which focuses on using social networks and content to build relationships and fill the "relationship funnel" with non-searching prospects, rather than relying on outbound sales tactics. It provides tips for salespeople to optimize their LinkedIn profiles, develop social selling skills, share content, and drive conversations to build their network. It also provides recommendations for marketing to create content, get found online through search, and provide content for salespeople to share in order to fill the "lead funnel".
The document discusses how the sales process has changed due to digital technologies and empowered buyers. It introduces the "new sales playbook" which focuses on building relationships through social networks rather than old school outbound sales tactics. The new playbook involves sales filling their "relationship funnel" through social selling techniques like optimizing LinkedIn profiles and sharing helpful content. Meanwhile, marketing fills the "lead funnel" by creating content to get found online and providing material for sales to engage prospects with. The presentation provides tips for social selling and content marketing strategies to engage buyers throughout the purchasing process.
This document is an issue of ENX Magazine from May 2016. It includes the standard sections of an industry magazine like the editor's note, articles on various topics related to the document imaging industry, profiles of companies and individuals, and advertisements. The main focus of this issue is "The Difference Makers", which celebrates people in the industry who are making a difference through their work. It profiles several individuals who were nominated and selected based on their contributions.
Webinar Linkedin-Debunking the Four Fears -15 1113Larry Levine
LinkedIn has forever changed the traditional sales process. However, many sales managers and dealer principles have some real fears related to sales reps using LinkedIn:
Fear One: My Best Reps Will Get Recruited Away
Fear Two: The Competition Will Steal Our Current Accounts
Fear Three: Reps Will Stop Cold Calling
Fear Four: Reps Will Spend All Day Sitting At Their Computers
In this webinar, Larry Levine will hit these four fears straight on. You'll hear real-world stories about how reps are using LinkedIn to blow past their quota. You'll also learn about four core digital prospecting skills that your sales team needs to succeed.
The Art of Grabbing Your Prospect's Attention OnlineLarry Levine
With so many people competing for a decision maker's attention, prospecting can be a challenge in today's market. Fortunately, there are creative ways that you can get noticed.
Here is the YouTube link... https://youtu.be/NjgDUdDhOzw
Net New Business Summit 16 0920 Destin ForidaLarry Levine
How many deals are your sales reps involved in within your marketplace? Companies must look credible online as well as their sales reps. How many deals are going down in your respective territories that you are not involved in?
Marketing to Make Managed Services Mainstream Larry Levine
You have launched a managed services business knowing that it will be an important part of your future. But while some of your key clients have signed up for managed services, the majority of your customers and prospects still view you as a copier company. In this workshop-style session, you will learn practical strategies to cross the chasm and position your managed services and document solutions offerings so that the majority of your clients want to sign up. You'll discover ways to get the attention and buy-in of the majority of your current and potential clients so that your managed services business can become a core revenue driver in your dealership.
The document discusses how the sales process has changed with digitally empowered buyers. It introduces the "new sales playbook" which focuses on using social networks and content to build relationships and fill the "relationship funnel" with non-searching prospects, rather than relying on outbound sales tactics. It provides tips for salespeople to optimize their LinkedIn profiles, develop social selling skills, share content, and drive conversations to build their network. It also provides recommendations for marketing to create content, get found online through search, and provide content for salespeople to share in order to fill the "lead funnel".
The document discusses how the sales process has changed due to digital technologies and empowered buyers. It introduces the "new sales playbook" which focuses on building relationships through social networks rather than old school outbound sales tactics. The new playbook involves sales filling their "relationship funnel" through social selling techniques like optimizing LinkedIn profiles and sharing helpful content. Meanwhile, marketing fills the "lead funnel" by creating content to get found online and providing material for sales to engage prospects with. The presentation provides tips for social selling and content marketing strategies to engage buyers throughout the purchasing process.
This document is an issue of ENX Magazine from May 2016. It includes the standard sections of an industry magazine like the editor's note, articles on various topics related to the document imaging industry, profiles of companies and individuals, and advertisements. The main focus of this issue is "The Difference Makers", which celebrates people in the industry who are making a difference through their work. It profiles several individuals who were nominated and selected based on their contributions.
Webinar Linkedin-Debunking the Four Fears -15 1113Larry Levine
LinkedIn has forever changed the traditional sales process. However, many sales managers and dealer principles have some real fears related to sales reps using LinkedIn:
Fear One: My Best Reps Will Get Recruited Away
Fear Two: The Competition Will Steal Our Current Accounts
Fear Three: Reps Will Stop Cold Calling
Fear Four: Reps Will Spend All Day Sitting At Their Computers
In this webinar, Larry Levine will hit these four fears straight on. You'll hear real-world stories about how reps are using LinkedIn to blow past their quota. You'll also learn about four core digital prospecting skills that your sales team needs to succeed.
How to Align Sales and Marketing to Connect with Today's Modern BuyerLarry Levine
First in wins! However, these days, being first in usually involves connecting online rather than in person. Learn how to integrate online marketing, social media, traditional marketing and your sales team to engage modern buyers early in the buying process.
The document discusses how sales professionals can use digital tools like LinkedIn to generate leads and close sales with modern buyers. It emphasizes adapting to Buyer 2.0, who now researches online extensively before engaging with salespeople. Specifically, it recommends social selling techniques like mining connections on LinkedIn, building credibility through one's online profile, and requesting meetings with prospects in order to generate appointments, assessments, proposals and close sales.
The document discusses how sales reps can use LinkedIn to grow sales. It provides three ideas: mining first level connections on LinkedIn, connecting with key influencers, and building a personal brand profile. It also discusses how dealerships can help support their sales reps by leading the way on social media, posting relevant content, and providing training to their sales teams on using LinkedIn for sales.
How Sales Reps Can Use LinkedIn To Grow SalesLarry Levine
The document discusses how sales reps can use LinkedIn to grow sales. It provides three ideas: mining first level connections on LinkedIn, connecting with key influencers, and building a personal brand profile. It also discusses how dealerships can help support their sales reps by leading the way on social media, posting relevant content, and providing training to their sales teams on using LinkedIn for sales.
Itex 2015 speaker presentation what the heck is social sellingLarry Levine
This document discusses social selling and how it differs from traditional selling approaches. It defines social selling as connecting with buyers where they spend their time online and providing valuable information to them. It emphasizes educating buyers rather than directly selling to them. It provides tips for using LinkedIn to connect with prospects through advanced searches, long-form posts to establish expertise, groups, and personalized connection invitations. The key aspects of social selling are researching prospects, monitoring social media to engage and strengthen relationships, and positioning oneself as an industry expert by sharing useful articles.
Hyland On Base-capture-Turning Documents into DataLarry Levine
The document is a white paper from AIIM that discusses using data capture technology to improve document processing. It discusses moving toward automating document processing through scanning, classification, data capture, validation and processing. The automated process begins with image capture, then classification and data extraction is done through techniques like optical character recognition. Data is validated against business rules before being exported to backend systems. Benefits of automation include reduced costs, improved flexibility and customer response times.
Print Security? Are Businesses Complacent?Larry Levine
This document discusses the need for businesses to secure printing environments to protect sensitive data. It finds that many businesses are neglecting print security, with only 22% placing a high importance on it. However, 63% of businesses admit to experiencing a print-related data breach. The document advocates for secure printing solutions that require user authentication at multifunction printers to release print jobs. Such solutions can increase security, reduce waste, and provide print auditing capabilities. The document provides examples of businesses that have implemented secure printing successfully.
Konica Minolta IDC Solutions White PaperLarry Levine
Konica Minolta is transforming itself from a print and copy solutions provider to a provider of document solutions and services by:
1) Creating a vertically integrated solutions and services organization called EnvisionIT that provides targeted software and solutions.
2) Offering a software portfolio that targets key areas like security, document management, and workflow.
3) Providing managed print and IT services through acquisitions and programs like Optimized Print Services Enterprise Edition.
4) Finding success in both traditional print markets and new software and services markets.
Optimize Print Services White Paper - A Guide to Greater SavingsLarry Levine
Konica Minolta proposes a holistic Optimized Print Services approach to help Teledyne reduce printing costs through fleet consolidation and optimization. The process involves a detailed assessment of Teledyne's current print environment, development of a future state recommendation to right-size the fleet and improve workflows, and ongoing management to ensure cost savings goals are met. Key aspects of the proposal include analyzing Teledyne's 140+ printers and MFDs, identifying potential 30% savings through consolidation, reducing environmental impact by over 30%, and providing change management training and support for employees.
This document provides an excerpt from an IDC MarketScape report on smart multifunction peripherals (MFPs) in the US market in 2013. It discusses key factors for success with smart MFPs, including a complete product and services portfolio. It also outlines IDC's vendor assessment methodology and positions major vendors as leaders, major players, contenders or participants based on their strategies and capabilities. The excerpt highlights Lexmark as a leader, noting its broad MFP lineup, software acquisition strategy and emphasis on managed print services.
Konica Minolta Los Angeles Corporate Major Accounts CapabilitiesLarry Levine
Konica Minolta has evolved over the past decades from primarily providing reliable copiers to becoming a solutions provider focused on improving customers' workflows and reducing costs. It now offers a range of services including managed print services, managed IT, electronic and hardcopy workflow solutions, data and document security, and production print capabilities. Konica Minolta's experts help customers identify opportunities to streamline processes and lower costs through consultation, solution implementation, and ongoing management.
The document discusses calculating the return on investment (ROI) for implementing an electronic document management system. It provides examples of how to estimate current document handling costs, including storage, copying, filing, and distribution expenses. It then outlines how to calculate potential savings from reductions in those costs through a document management system. Both quantitative financial benefits and qualitative non-financial benefits are discussed. The document provides a framework for demonstrating the potential ROI and success of a document management system to justify further investment.
The new era of smart printing for schoolsLarry Levine
Schools are increasingly relying on networked printers and multifunction printers (MFPs) that can print, scan, copy, and fax in innovative ways. MFPs allow teachers to easily distribute digital files and content to students. Schools are also using document management software combined with MFP scanning to digitize documents like student records, improving organization and accessibility of information. Outsourcing printing needs through managed print services provides cost savings and security through centralized oversight of devices.
1) Documents are a core business process for all organizations as they authenticate business continuity, yet many companies do not effectively manage their documents.
2) Corporations spend 3-15% of revenue on printing and managing documents but lack strategies for document control, leading to wasted expenses.
3) Conducting an analysis of document output and printing devices can identify opportunities to reduce document expenses by 10-30% and improve the bottom line, yet many companies fail to assess this area of potential savings.
eCopy document imaging solutions scan paper documents and convert them into digital files that can be edited, distributed, and integrated into business software systems. This improves efficiency by reducing time spent on paperwork and enabling paper-free collaboration. eCopy offers solutions for individuals, workgroups, and large enterprises that turn multifunction printers and scanners into document capture devices. The solutions provide functionality for capturing, creating, editing, and distributing digital documents as well as integrating with business applications.
MyKMBS.com is a free, online service management website that allows users to manage their Konica Minolta bizhub fleet from anywhere. The website provides capabilities to place service calls, order supplies, enter meter reads, pay invoices, and access detailed reports on equipment install dates, service history, and locations. It offers a quick and easy way to manage all aspects of a bizhub fleet without needing to call or visit the office.
Konica Minolta's Optimized Print Services (OPS) program aims to lower costs, speed workflows, and increase productivity for businesses by optimizing their print infrastructure. OPS consists of three main functions: Consult, where document workflows are analyzed to identify areas for improvement; Implement, where an optimized document fleet is installed based on business needs; and Manage, where the fleet is maintained for peak performance through remote monitoring. OPS promises to reduce total cost of ownership through assessments, customized solutions, and ongoing management services.
The document summarizes surveys from the Outsourcing Institute on the top reasons for outsourcing, factors in vendor selection, and factors for successful outsourcing. The top three reasons for outsourcing were to reduce costs, improve focus on core business, and gain access to world-class capabilities. The top three vendor selection factors were commitment to quality, price, and references/reputation. The top three factors for successful outsourcing were understanding goals and objectives, having a strategic vision and plan, and selecting the right vendor.
How to Align Sales and Marketing to Connect with Today's Modern BuyerLarry Levine
First in wins! However, these days, being first in usually involves connecting online rather than in person. Learn how to integrate online marketing, social media, traditional marketing and your sales team to engage modern buyers early in the buying process.
The document discusses how sales professionals can use digital tools like LinkedIn to generate leads and close sales with modern buyers. It emphasizes adapting to Buyer 2.0, who now researches online extensively before engaging with salespeople. Specifically, it recommends social selling techniques like mining connections on LinkedIn, building credibility through one's online profile, and requesting meetings with prospects in order to generate appointments, assessments, proposals and close sales.
The document discusses how sales reps can use LinkedIn to grow sales. It provides three ideas: mining first level connections on LinkedIn, connecting with key influencers, and building a personal brand profile. It also discusses how dealerships can help support their sales reps by leading the way on social media, posting relevant content, and providing training to their sales teams on using LinkedIn for sales.
How Sales Reps Can Use LinkedIn To Grow SalesLarry Levine
The document discusses how sales reps can use LinkedIn to grow sales. It provides three ideas: mining first level connections on LinkedIn, connecting with key influencers, and building a personal brand profile. It also discusses how dealerships can help support their sales reps by leading the way on social media, posting relevant content, and providing training to their sales teams on using LinkedIn for sales.
Itex 2015 speaker presentation what the heck is social sellingLarry Levine
This document discusses social selling and how it differs from traditional selling approaches. It defines social selling as connecting with buyers where they spend their time online and providing valuable information to them. It emphasizes educating buyers rather than directly selling to them. It provides tips for using LinkedIn to connect with prospects through advanced searches, long-form posts to establish expertise, groups, and personalized connection invitations. The key aspects of social selling are researching prospects, monitoring social media to engage and strengthen relationships, and positioning oneself as an industry expert by sharing useful articles.
Hyland On Base-capture-Turning Documents into DataLarry Levine
The document is a white paper from AIIM that discusses using data capture technology to improve document processing. It discusses moving toward automating document processing through scanning, classification, data capture, validation and processing. The automated process begins with image capture, then classification and data extraction is done through techniques like optical character recognition. Data is validated against business rules before being exported to backend systems. Benefits of automation include reduced costs, improved flexibility and customer response times.
Print Security? Are Businesses Complacent?Larry Levine
This document discusses the need for businesses to secure printing environments to protect sensitive data. It finds that many businesses are neglecting print security, with only 22% placing a high importance on it. However, 63% of businesses admit to experiencing a print-related data breach. The document advocates for secure printing solutions that require user authentication at multifunction printers to release print jobs. Such solutions can increase security, reduce waste, and provide print auditing capabilities. The document provides examples of businesses that have implemented secure printing successfully.
Konica Minolta IDC Solutions White PaperLarry Levine
Konica Minolta is transforming itself from a print and copy solutions provider to a provider of document solutions and services by:
1) Creating a vertically integrated solutions and services organization called EnvisionIT that provides targeted software and solutions.
2) Offering a software portfolio that targets key areas like security, document management, and workflow.
3) Providing managed print and IT services through acquisitions and programs like Optimized Print Services Enterprise Edition.
4) Finding success in both traditional print markets and new software and services markets.
Optimize Print Services White Paper - A Guide to Greater SavingsLarry Levine
Konica Minolta proposes a holistic Optimized Print Services approach to help Teledyne reduce printing costs through fleet consolidation and optimization. The process involves a detailed assessment of Teledyne's current print environment, development of a future state recommendation to right-size the fleet and improve workflows, and ongoing management to ensure cost savings goals are met. Key aspects of the proposal include analyzing Teledyne's 140+ printers and MFDs, identifying potential 30% savings through consolidation, reducing environmental impact by over 30%, and providing change management training and support for employees.
This document provides an excerpt from an IDC MarketScape report on smart multifunction peripherals (MFPs) in the US market in 2013. It discusses key factors for success with smart MFPs, including a complete product and services portfolio. It also outlines IDC's vendor assessment methodology and positions major vendors as leaders, major players, contenders or participants based on their strategies and capabilities. The excerpt highlights Lexmark as a leader, noting its broad MFP lineup, software acquisition strategy and emphasis on managed print services.
Konica Minolta Los Angeles Corporate Major Accounts CapabilitiesLarry Levine
Konica Minolta has evolved over the past decades from primarily providing reliable copiers to becoming a solutions provider focused on improving customers' workflows and reducing costs. It now offers a range of services including managed print services, managed IT, electronic and hardcopy workflow solutions, data and document security, and production print capabilities. Konica Minolta's experts help customers identify opportunities to streamline processes and lower costs through consultation, solution implementation, and ongoing management.
The document discusses calculating the return on investment (ROI) for implementing an electronic document management system. It provides examples of how to estimate current document handling costs, including storage, copying, filing, and distribution expenses. It then outlines how to calculate potential savings from reductions in those costs through a document management system. Both quantitative financial benefits and qualitative non-financial benefits are discussed. The document provides a framework for demonstrating the potential ROI and success of a document management system to justify further investment.
The new era of smart printing for schoolsLarry Levine
Schools are increasingly relying on networked printers and multifunction printers (MFPs) that can print, scan, copy, and fax in innovative ways. MFPs allow teachers to easily distribute digital files and content to students. Schools are also using document management software combined with MFP scanning to digitize documents like student records, improving organization and accessibility of information. Outsourcing printing needs through managed print services provides cost savings and security through centralized oversight of devices.
1) Documents are a core business process for all organizations as they authenticate business continuity, yet many companies do not effectively manage their documents.
2) Corporations spend 3-15% of revenue on printing and managing documents but lack strategies for document control, leading to wasted expenses.
3) Conducting an analysis of document output and printing devices can identify opportunities to reduce document expenses by 10-30% and improve the bottom line, yet many companies fail to assess this area of potential savings.
eCopy document imaging solutions scan paper documents and convert them into digital files that can be edited, distributed, and integrated into business software systems. This improves efficiency by reducing time spent on paperwork and enabling paper-free collaboration. eCopy offers solutions for individuals, workgroups, and large enterprises that turn multifunction printers and scanners into document capture devices. The solutions provide functionality for capturing, creating, editing, and distributing digital documents as well as integrating with business applications.
MyKMBS.com is a free, online service management website that allows users to manage their Konica Minolta bizhub fleet from anywhere. The website provides capabilities to place service calls, order supplies, enter meter reads, pay invoices, and access detailed reports on equipment install dates, service history, and locations. It offers a quick and easy way to manage all aspects of a bizhub fleet without needing to call or visit the office.
Konica Minolta's Optimized Print Services (OPS) program aims to lower costs, speed workflows, and increase productivity for businesses by optimizing their print infrastructure. OPS consists of three main functions: Consult, where document workflows are analyzed to identify areas for improvement; Implement, where an optimized document fleet is installed based on business needs; and Manage, where the fleet is maintained for peak performance through remote monitoring. OPS promises to reduce total cost of ownership through assessments, customized solutions, and ongoing management services.
The document summarizes surveys from the Outsourcing Institute on the top reasons for outsourcing, factors in vendor selection, and factors for successful outsourcing. The top three reasons for outsourcing were to reduce costs, improve focus on core business, and gain access to world-class capabilities. The top three vendor selection factors were commitment to quality, price, and references/reputation. The top three factors for successful outsourcing were understanding goals and objectives, having a strategic vision and plan, and selecting the right vendor.