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A few months ago, I asked a simple question – have you ever quit a job? The responses came in fast and furious – but what was more interesting were the reasons why people quit their jobs – and how many of them would have stayed if given the chance. In the pilot study, one of the key statistics that stuck out was….  92% of people said they quit because of management. Think about it. It wasn’t the food, the benefits, the salary, or even their coworkers. The top reason that people quit was because of the management team. What’s even more scary than that?  60% said that they quit because of their immediate manager. Think about that for a second. Let’s say that you and 9 other people in your company have a $50,000 job. Your company is large, greater than 10,000 employees, and 10 of you quit in the year. No big deal, right? The  average cost of turnover  for someone in your range is about 150% -  so that’s going to cost the company $750,000 .  If the  average turnover  in a company is 15% - …

Imagine you live in Maine. You see a headline on your phone that reads: “Bear sighted in backyard.” You click on the story, and you see the bear sighting happened at a home in Alaska. Are you going to read the story? Now imagine that you click on the same headline and see that the bear was sighted in your next-door neighbor’s yard. Will you read more? Chances are you’ll focus on the story when it more directly impacts you. That’s because we’re more apt to pay attention when we feel involved and when we think the message will affect us. Local news knows this well. According to a national study, 70% of Americans say the most “valued” part of a local news broadcast… is the weather. Why? Because that’s the portion of the news that most directly involves the viewer! Newscasters know this, which is why a local broadcast will run a weather segment almost 3 times in a half hour show. We are better able to focus on things when we feel the information will involve or impact us. So in order to …

Do you ever feel like you just can’t get your point across? Have you ever kicked yourself after speaking with a client and wished you had touched on a topic, only it never came up in conversation? The answer to becoming a more effective, successful and purposeful communicator may just lie back in your elementary school gym. Remember the game dodgeball? Two teams standing on either side, throwing balls at each other, and the last one standing wins? Yes I know it’s been years since anyone’s actually played the game dodgeball -- but I can tell you over my 20 years as a Television Journalist, Media Trainer and Presentations Coach, I’ve watched countless clients “play” dodgeball while answering questions. They’re constantly on defense, dodging questions and hoping to still be standing when it’s over.  Even an easy question you know the answer to can lead to “playing” dodgeball. You simply answer the question… but then you’re back on defense again, hoping you’re not taken down by the next …

This is the 12th of 12 blogs written for Canon on the subject of selling inkjet printing. In addition, we wrote for White Papers. Let’s bring this plane in for a landing. The very first line in the very first White Paper asked a question: Why aren't you selling more inkjet printing? The answer, and the Paper itself, is based on fundamentals. We told you success in print of all kinds comes down to four factors: Make a high-value, well-researched sales call; Choose the best target markets; Create a step-by-step, week by week prospecting process; Apply that process with diligence and pleasant persistency. You were given the opportunity to take a Sales Assessment test to measure your strengths in each of these areas and if you did, you are able to compare your results with others. But did you ever get an answer to the question? Do you understand what's in your way to inkjet print sales success? While we can't give a specific answer regarding you and your sales challenges, we certainly can …