The Huge Gap Between Customers and Providers

A great sales manager once told me,

"Greg, sometimes, we over complicate things - we're just selling copiers."  

I've come back to his statement again and again over the years because it is true.

Speaking as somebody from the industry; we've cold called, assessed, proposed, Powerpointed, scrubbed MIF and yes, even closed a few equipment, EDM, ECM, SFA, FM, Mps and MS deals - I can tell you, most of us take ourselves WAY TOO SERIOUSLY.  Print, even managed print services, just ain't all that important to customers.  Remember them?  

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