ChangeForge | Ken Stewart | Where business and technology collide » Max Rosenthal

How Do You Spell MPS?

Ask a group of people for the definition of 'managed print services' (MPS) and answers will vary just as they would on the definition of 'document management'. MPS means different things to different people. The definition of MPS is victim to people's individual bias. Not surprisingly, a copier ...

To Confirm or Not Confirm: That Is The Question?

“Hey Max, regarding appointments, do you confirm them or not?”, was asked by a new salesperson. The answer is no more obvious than the question, "Hey Max, regarding Angelina Jolie, is she male or female?" Over the years I have heard many rationalizations a few of the best are: If I confirm ...

Last Call…

Question: Where are we going? Answer: I've got no idea but we're making great time! Funny huh? Is it REALLY though? Did you know where you were heading this year? Or like many of us hard working and devoted professionals, are you driving down the freeway 125mph looking just barely past the ...

Job Hunting from the Trenches: 6 Hard Earned Lessons

Attempting to stay ahead of the curve, I have recently started interviewing and exploring all my options just in case the unthinkable occurs at my current company. The following are a couple of tips straight from the trenches should you find your phone ringing @ 4:30 on a Friday. (See ...

Who Are They Calling On?

At a recent sales manager executive training meeting, I asked the question, "Are your reps calling on the executive level decision maker?" The hands ceremoniously shot up in compliance. I then rhetorically asked, "Who do you think you are fooling?" We have been down this familiar path too many times before. ...

Mergers, Acquisitions, Layoffs - OH MY!

Its Friday @ 4:30 just about the time the giddiness of the weekends starts to sprinkle into the minds of your co-workers, when your desk phone rings. Hmmm…usually this is not a good sign its gotta be either the wife wanting to know what time you are going to be ...

Did You Get My e-mail?

And four other questions I never seem to answer correctly. Did you get my email? Any one in particular? Are you concerned my computer isn't working? Can I ask you a question? If I heard you correctly you just did. Do you want to ask another? I think you mean two. Hey Max, got a minute? [while ...

Telemarketing Services: Why Doesn’t It Ever Work?

As the calendar moves over the half way mark and we start drafting the broad strokes of next year’s sales plan, rest assured that just as a copier clicks twice for ledger size paper, sales quotas will be higher. One way to increase sales is to generate scheduling more first ...

Are Your Solutions Sales Stalled? We’ve Been Expecting You.

Before we start, let's agree to use the official version of The Copier Sales Dictionary definition of ‘solution': so· lu· tion / [suh-loo-shuh n] –noun Anything you sell other than just copiers. My copier proposal was half the price and I still got crushed! They said that even though we have been their copier ...