Copier Salesperson - Office Technology Sales - IT Sales
If you're just stepping into this role, you're in for an exciting journey. Sure, copiers might not sound like the sexiest product, but when you dig into the dynamics of the market and add in the potential of AI, you’ll see why this industry is poised for some serious evolution. Here’s a story that might resonate with you and give you some insights into how to make a mark in your new role.
The Game Has Changed: AI Tools Aren't Just Fancy Gadgets
Art and Greg are two experienced hands in this space, and they’ve been around long enough to see how technology really changes the game. At a recent meeting, they talked about a tool called Fireflies—an AI that automatically records and transcribes meeting notes. This might sound minor, but think about how much time you can save if you’re not scribbling down everything during a meeting. More time for focusing on the conversation, building rapport, and getting to the real meat of the client's needs. It’s about leveraging every tool at your disposal to be the most effective version of yourself.
The same goes for Google’s notebook tool—keeping your thoughts organized is a huge win when you're juggling multiple prospects. It’s the first step in using AI to boost your efficiency and focus more on closing deals than on administrative tasks.
Off-Lease MFPs: Where Are We Going?
Now, you’re going to hear a lot about the off-lease multi-function printer (MFP) market, and it’s a bit of a battleground right now. The big news recently is Xerox buying IT Savvy for $400 million. It’s a signal that these companies are not just about selling machines anymore—they’re getting into IT services, which is where you, as a new rep, need to pay attention. More than ever, it’s about offering a complete solution, not just hardware. This is where you can differentiate yourself.
Customers are also getting more environmentally conscious. Recycling rates for MFPs are on the rise, from 5% a few years ago to 25% today, with a forecast of reaching 50-60% in the next few years. People want sustainable options. When you talk to a prospect, mentioning the sustainability aspects and the future of recycling could give you an edge, especially with clients who have corporate sustainability goals. Plus, knowing the ins and outs of these changing dynamics shows that you’re not just selling—you’re a consultant who’s paying attention to the industry’s pulse.
AI: Your Secret Weapon in Sales
AI isn’t just for big tech companies. Art and Greg discussed how dealers are already using AI to step up their sales game. AI tools like ChatGPT can help you draft customer emails, generate ideas for sales pitches, and even predict which clients are most likely to convert. Imagine having a tool that helps you prioritize leads based on the data. You’re no longer shooting in the dark; you’re making data-driven decisions that improve your chances of success.
Art shared how he uses AI to create training programs and draft scopes of work, making day-to-day operations more streamlined. For you, this means using AI as a partner in your sales journey. Start small—maybe use AI to automate follow-up reminders or to write more personalized outreach messages. As you get more comfortable, you’ll see that AI can help you be not just faster, but also smarter.
Training Needs to Be Real
The traditional training programs on AI can be pretty useless—too much theory and not enough action. Art and Greg talked about the need for practical, hands-on training. If you're new, you want to know how AI tools can help you today, not some distant future scenario. Art and Greg mentioned organizing AI seminars or virtual workshops specifically for salespeople. These workshops focus on real-world scenarios: How do you use AI to make your pitch more effective? How do you leverage machine learning to get better insights into your customer base?
The key is that this isn’t some pie-in-the-sky vision. The tools are here now. Start thinking about AI as part of your toolkit, just like your CRM or your favorite note-taking app.
Partnerships and Growth Strategies
Art and Greg also talked a lot about the importance of partnerships—particularly vendor collaborations that could help roll out AI solutions. As a new rep, this might not seem immediately relevant, but understanding the ecosystem you’re working within is vital. Who are the key players, and how can you tap into those networks for support? Events like the Twain conference are places where these relationships get built. It’s not just about attending—it’s about learning from industry leaders, spotting trends early, and making connections that can help you in the long term.
Vendor partnerships aren’t just good for scaling AI solutions—they can provide you with better deals, more resources, and a broader set of tools to offer your clients. Don’t underestimate the power of knowing the right people and having strategic relationships. When you can walk into a client meeting with the backing of top-notch vendor solutions, you bring credibility and weight to the table.
Keep It Human: Connections Matter
Amidst all this tech talk, Art and Greg also stressed the importance of staying human. Art is going to be at an event in Tampa, and Greg is moving to Florida soon. These personal updates weren’t just idle chatter—they underscored that building a career in this space is as much about personal connections as it is about technology. Greg even brought up his new venture of exporting bourbon to Taiwan, and they had a great discussion about cocktail recipes.
The takeaway? Don’t forget to show your personality. People buy from people they trust, and trust comes from genuine relationships. Whether you’re sharing industry insights or just swapping bourbon recipes, staying human will always be one of your biggest strengths in this business.
Action Steps for You
Start using tools like Fireflies or Google notebook to manage your notes and free up your time for what really matters—connecting with clients.
Learn about the off-lease MFP market, especially the sustainability trends. It’s a great talking point that can differentiate you from competitors.
Get comfortable with AI. Use it to automate your outreach or prioritize leads—it’s all about working smarter.
Look out for training opportunities that focus on practical AI applications. The more you know, the better you can serve your clients.
Build relationships with vendors and keep an eye on industry events. These are opportunities to grow your network and bring more value to your clients.
Welcome to the industry. It’s changing fast, but that’s what makes it fun.
The more you embrace these new tools and approaches, the better you’ll do. So, go out there, make some connections, and remember—it's not just about selling copiers. It's about understanding your client’s needs, leveraging the best tools, and making a difference.
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