Dealer Marketing Blog

Accurate Business Planning Starts with the Sales Process

Submitted by Bill Poole on Mar 09, 2017

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Failing to plan is planning to fail. I have discussed this concept at a micro level as it relates to planning sales calls. It is even more applicable at a macro level when it comes to business planning from a financial standpoint.

Some common financial questions that business owners ask themselves are:

  • When can I invest in additional products or services to grow my business?
  • How much money can I take out of my business?
  • How do I make payroll???

The Times They Are Changing. Will You?

Submitted by Mike Hollander on Sep 05, 2015

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I just came back from a fantastic event where Larry Levine, our LinkedIn sales coach presented his experiences and coached a roomful of sales personnel on utilizing social media to create leads and prospect for business. It was a mixed crowd, from veterans to new reps, and you could just see the “sense of doom” on their faces as they came in the room. It’s Monday morning and they knew they would be in all day training, and the boss is here, too! Ughh! As an outside rep, the last place you ever want to be is in the office, especially all day! However, as the day progressed, so did the energy level of the crowd.  I watched in amazement as this room full of such diverse talent went through the prescribed exercises and started making changes to their online profiles. I saw as that it started making sense to them. They would be different - better, much better.


Top Secret Tip for Locating a Copier Prospect's Email Address

Submitted by John Pulley on Jul 23, 2015

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Originally published on LinkedIn Pulse

Copier prospecting without having contact information?  How can you locate an unknown email address?

I believe the year was 1995. I had taken my first copier sales job working for a Lanier direct location. Sales was a pretty straightforward prospect. I would drive up and down the street (dressed in a suit and tie no less), walk into someone’s business, and try to reach the owner. Face-to-face contact was always, and arguably still is, the best way to reach new copier prospects. At that time I really only had two methods to reach them – the telephone and my oversized Smurf blue colored van full of gas.