Traditionally copier buyers have relied solely on a sales rep or worse yet the dreaded sales rep/manager duo. I am very well aware of this strategy because I was on that side of the table for 15 years. No more!! During those years it became very clear the buyer simply wanted to be appropriately educated, communicated with and quickly wanted to move away from this acquisition project asap! Let’s face it companies hate it when the copier sales rep frustrates the buying in any way!
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