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?