2013, Workflow
Back in my IKON daze (pun intended), one of the best sales managers I ever worked with told me, “Sometimes we overcomplicate things. It’s just copiers.” He was referring to an inability to close any deal that included EDM in less than 90 days.
He was right. We often did overcomplicate transactions beyond lease payments and cost per image in an effort to branch out into more “sophisticated” imaging subject matter, adding value and becoming a “trusted advisor.”
"Reversing deforestation is complicated; planting a tree is simple."
- Martin O'Malley
Did the discussion of document management enhance our ability to close a five-person church? No.
Did talking about moving from printed pick-lists to digital images elevate the discussion, enhance our position and add 120 days to the selling cycle? You betcha.
But the point still holds. Overcomplicating transactions by...
Read the rest, here.
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