Diversifying My Business Webinar Series

Sell Past the Box: The Discovery Questions That Win the Next Copier Upgrade
4 p.m. Eastern, Wednesday, Nov. 11

Tyler Ebnet, president, revenueify

In one live hour, your team will build and practice the discovery questions that move a copier/MFP conversation off of price and lease rate, and on to the business outcomes that justify upgrading now. You will walk away with questions you can ask in your very next copier/MFP upgrade meeting.

What You Are Up Against in 2026

• The stall — The box costs 12% to 18% more and financing is expensive, so customers are stretching leases, printing less and pushing the upgrade out.
• The price trap — Lead with cost per copy and a lease rate and you hand the customer a reason to wait. The industry's own 2026 forecast says it plainly: renew leases and you get outsold.
• The growth gap — Dealers may need to grow copier revenue 23% to 26% a year just to hold profitability. Renewals at a higher price will not get you there.
• The solution gap — The revenue is in workflow, security and document management, but no one is a product expert in all of it, so the conversation stays on the box.

Selling Past the Box Starts With Better Questions, Not a Better Price

The dealers winning right now are the ones evolving from box movers to trusted advisors, and that shift does not start in the demo room or the proposal. It starts with the questions your salespeople ask in the first meeting. You cannot close a 23% to 26% gap by renewing leases at a higher price. You close it by attaching workflow, security and document management, and you attach those solutions by asking better questions first. This session closes that gap — and you close it by doing, not watching.

What the Hour Gives You

• A reason to upgrade now — Move past price and lease rate to the workflow, security and cost outcomes that make acting this year worth more than waiting.
• Net new, not just renewals — The same questions open the door to the net-new accounts the industry calls the greatest growth opportunities in 2026.
• Recurring revenue beyond the click — Outcome conversations attach managed print, security and document workflow, the higher margin revenue a box renewal never reaches.

A Working Session, Not a Webinar You Catch Later

This is a live, interactive working session. There is no recording and no notetaking bots. You join with your video on and your voice in the room. What you build here, you build with the group — and you take it straight into your next customer meeting.

Meet revenueify, a New BTA Member

revenueify is a sales training and consulting firm built for the office technology channel, and we are proud to join the Business Technology Association as a new member in BTA's 100th year. Our work centers on Customer-Focused Selling, the F.I.N.D. Interview System and the coaching cadence that turns better questions into a repeatable sales process. This webinar is revenueify's introduction to BTA members, and it is the same working format it runs with dealer sales teams every week.

Bring your team. Bring your hardest renewals and the accounts you most want to win. One live hour to build and practice the discovery questions that move every conversation past the box.