Bryn Mawr, PA - sd|University, the advanced training division of Strategy Development, is conducting their award-winning MPS training at the GreatAmerica Financial Services Corporation Headquarters in Cedar Rapids, IA this June.  The SD MPS Sales Workshop will take place on June 11-12, followed by the SD MPS Advanced Sales Workshop on June 13. 

“We are excited to be partnering with GreatAmerica to hold our award-winning classes,” stated Tom Callinan, principal of Strategy Development.  “We’ve helped scores of businesses and hundreds of sales professionals enter the MPS space and we look forward to another great class at GreatAmerica.”

The two-day class, SD MPS Sales Workshop, will be taught by Callinan and will cover the MPS sales process for both small, fewer than 25 devices, and mid-sized, 50 – 250 devices, companies.  MPS sales teams will learn how to:

• Approach the proper contact level and present a value proposition based on company size
• Get an appointment at the correct level
• Identify the areas of pain associated with the print environment based on company size
• Conduct an effective and efficient assessment to support the business case for change
• Price a transaction, both outsourced and equipment led
• Present a winning proposal 

For more details please visit www.strategydevelopment.com/mpsfundamentals.  

The one-day SD MPS Advanced Sales class, also led by Callinan, will focus solely on the quarterly business review (QBR), a process Strategy Development introduced to the MPS community.  With proper execution of the QBR attendees will consistently gain share of wallet within  their customers' accounts. For a full class description, please visit www.strategydevelopment.com/mpsadvanced.

"Today, MPS is sold into most companies with more than 10 devices and many of those prospects have had some form of MPS presented to them,” stated Callinan.  “So, it is important to be able to differentiate your offering and provide a compelling reason for a prospect to engage your company for an assessment."

The MPS Sales Workshop will arm sales professionals with the tools they need to be successful in MPS and be successful at taking customers from competitors.  Once a dealer starts to grow its portfolio of mid-sized MPS customers, the MPS Advanced Sales class will demonstrate specifically how to continue to gain share of wallet within customers' accounts.  

“This class was GREAT!!  It showed such a different approach to Managed Print Services that should provide helpful to get our program off the ground and make it successful,” said Wade Arntson from Imaging Path.

And Dave Varney from Millennium Business Systems had this to add, "The Strategy Development team did a very effective job leading our group through the entire MPS consultative sales cycle. I am confident that we will be successful given the model and tools presented in this seminar." 

If you are an sd|University member company, this is one of the portfolio of educational experiences your sales and management team should attend. If you are not enrolled in the tuition program, you can still attend Strategy Development’s award-winning education by enrolling for the individual classes.  This award-winning training—receiving the highest accolades over the last six years—is available at the lowest individual class investment in the industry.

For more information on sd|University and how the tuition program works and how it stacks up against the competition please visit us at www.sd-university.com.  Remember, you can still register for individual classes as well.

For more information or to register for the SD MPS classes, please visit www.strategydevelopment.com/events or contact Tom Callinan at [email protected]or at 610-527-3317.