Strategy Development Schedules Sales Training Class
Friday, June 11, 2010
Press release from the issuing company
Bryn Mawr, PA -- Strategy Development, a management consulting and advanced sales training firm, is conducting the award winning BTA Managed Print Services (MPS) Sales Training, a two-day class, in Kansas City, MO on August 10-11, 2010.
Establishing a profitable managed print services strategy requires specific knowledge and expertise. Sales leaders (dealership principals, sales managers, vice presidents of sales, and print specialists) will learn systematically how to uncover new revenue streams associated with the hottest initiative in the industry. Significantly increase the quantity of captured prints, lock in customers, enable differentiation from competitors, and, ultimately, sell more hardware.
Managed print services providers become the end user’s "single source" for optimizing printed pages and the hardware used to produce them. The customer benefits by eliminating the need to deal with multiple vendors and invoices, leveraging the benefits of a holistic view of its entire document output fleet, saving time and money, while improving efficiencies. Advantages to you, the provider, are the ability to position yourself as a technology partner, as well as facilitating additional hardware placements and software implementation opportunities.
Dave Childers, VP of Marketing, Braden Business Systems, Indianapolis, IN, said, “This course was very helpful in learning how to respond to specific objections and set up strategic, internal processes for MPS.”
Richard Detwiler, IT Director, Digital Business Machines, Nashville, TN, had this to say, “The knowledge that I acquired from real-world experiences as well as the documentation examples has given me the confidence to launch a print management division in our company. You have broken the process down to a step-by-step building block approach that makes the target very visible and achievable. I look forward to implementing the program in our company."
BTA MPS Sales course provides specific, relevant information and tools in order to sell or launch managed print services. Topics covered in the workshop include: understanding the print space (the opportunity, IT's involvement, the sales approach and target markets); getting the appointment; presenting a value proposition; how to conduct an assessment; developing a strategy and tactics; how to build a print management proposal that sells; pricing a print management contract; how to expand the opportunity after the sale; and preparing for account reviews.
The instructors have not been taught the material; they developed it, and lived it firsthand. When not in the classroom, they are consulting for clients, so the content is always in proper alignment with current and impending trends. The course will be taught by industry veterans, Tom Callinan, Ed Carroll, and David Ramos.
The next class is scheduled in Kansas City, MO on August 10 – 11, 2010. For more information on the course, instructors, and to register for this class, please visit www.bta.org. Click on the Education & Certification link, and then select BTA MPS Sales Workshop.