Be a Proactive Passenger In Your Communications

Submitted by on July 08, 2020

How can you help steer the conversation and stay on message? Be a proactive passenger!

When you do an interview with someone or engage in Q&A – it’s like traveling with that person in a car. Whoever is asking the questions is in the driver’s seat, with their foot on the gas pedal, pushing the journey forward. You’re the passenger. You’re a part of the journey but you don’t have as much control as the driver.

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Selling to Banks: The New Toaster

Submitted by Bill Farquhars… on July 07, 2020

Selling inkjet printing successfully is not a matter of understanding what a particular company within a vertical buys (i.e. their print needs) but rather what their challenges are (i.e. their business needs) and what you can do to solve them. Using this approach allows you to finish the sentence that starts, "The purpose of my call" with an idea, such as what's discussed below, rather than the words "to find out who buys your print." With that in mind, we offer the following selling opportunity…

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What to Do When the Finish Line Is Near

Submitted by Bill Farquhars… on June 01, 2020

Put yourself in the shoes of your customers for a second. Where you think they want to be once the re—starting gun goes off and the business world to start spinning again? Now is the time to get out ahead of that conversation and talk to your customers about how you can help.

Trust us, your clients are going to want to get up and running again as fast as possible. There is certain to be an adjustment period, but the need to get the cash register ringing with sales again will be urgent.

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Communication Tip: How to Support and Motivate Your Clients

Submitted by on May 20, 2020

With COVID-19 creating a time of uncertainty and fear, the following can only be applied if and only if you’ve first reached out to clients with empathy. Ask if everyone is OK and establish if now is a good time to talk business by asking targeted questions to identify needs. Only then can the following be applied.

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The Value of Being Sales-Curious

Submitted by Bill Farquhars… on May 13, 2020

In every problem, there is an opportunity.


It’s been interesting to watch how businesses have reacted to this crisis. While the majority have come to a complete standstill, Amazon and Walmart are said to be hiring half a million new employees just to handle this tsunami of orders they been hit with because of the virus as people are buying more goods and services online than ever.


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What makes someone buy what you’re selling?

Submitted by on March 16, 2020

Research says we need reasons to feel confident about our decisions to buy something. That goes for buying a product or buying into a concept or a message. When we feel confident about our decision there’s actually a neuron in the brain that fires up and triggers people to take action. This happens regardless of the amount of information we have, it’s based on the feeling of confidence.

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Put Your Best Foot Forward With A Great Website

Submitted by Christopher Hosford on March 10, 2020

In a previous blog, we delved into the makeup of the sales funnel—the essence of your marketing efforts—and ways to communicate specifically with each stage of the customer’s journey. The top of the sales funnel, as I noted, means assessing new visitors to your website, who perhaps have searched for some particular product or need, or maybe viewed one of the blogs.

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Acquiring Prospects & Converting them to Customers

Submitted by Christopher Hosford on February 24, 2020

Marketing is the life’s blood of your business. Prospects must be found and—somehow—converted into customers. Fortunately there’s plenty of insight into how to do this, because prospects generally follow a clear pathway in making buying decisions. It’s called the sales funnel.

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Why Your 3 Messages Are A Mistake

Submitted by on February 17, 2020

Anytime I do a media training I ask the same question. “How many
messages do you think you should have for your target audience?”

Every time I get the same answer… “Three.”

Three seems to be that magic number. In the literary world there’s the
“power of three”, a writing principle that says things that come in three
are funnier, more satisfying and more effective. Even in numerology
three is considered to be “the perfect number.” Lists that come in three
seem to be easier to remember. No one wants a list of 15 things. Three

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Here's Why You're Not Selling More Inkjet Printing

Submitted by Bill Farquhars… on October 24, 2019

This is the 12th of 12 blogs written for Canon on the subject of selling inkjet printing. In addition, we wrote for White Papers. Let’s bring this plane in for a landing.

The very first line in the very first White Paper asked a question: Why aren't you selling more inkjet printing?

The answer, and the Paper itself, is based on fundamentals. We told you success in print of all kinds comes down to four factors:

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