For six years Strategy Development has been the leader in training sales organizations to make the transition to MPS.  Over this period the team at Strategy Development has used the intimate field knowledge they've developed through working on thousands of MPS opportunities across the country to maintain a leading edge sales training curriculum.  

MPS has grown and matured over the past six years, and with that in mind, Strategy Development is now launching the most comprehensive program update we have ever undertaken.  Our re-vamped training program will comprise of a basic MPS sales class, suitable for any sales professional in the industry today as well as any member of management, and an advanced MPS sales class.  

The two-day basic class, Fundamentals of MPS Sales, will cover the MPS sales process for both small, fewer than 25 devices, and mid-sized, 50 – 250 devices, companies.  Your sales team will learn the proper contact level and value proposition based on company size; how to get an appointment at the correct level; how to identify the areas of pain associated with the print environment based on company size; how to conduct an effective and efficient assessment to support the business case for a change; how to price a transaction, both outsourced and equipment led; and finally, how to present a winning proposal.  

The one-day Advanced MPS Sales class will focus solely on the quarterly business review (QBR), a process Strategy Development introduced to the MPS community.  With proper execution of the QBR you will consistently gain share of wallet within your customers' accounts.

"A lot has changed over the last six years in the MPS space," stated Tom Callinan, managing principal of Strategy Development.  "When we first started consulting in this space very few customers had ever heard the term MPS, so the sales professionals’ goal was to educate the prospect on how MPS could benefit their organization, and most of the MPS industry players were focused on mid- to large-size companies."  

Callinan continued, "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, 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 Fundamentals of MPS Sales class will arm your sales professionals with the tools they need to be successful in MPS and be successful at taking customers from your competitors.  Once you start to grow your portfolio of mid-sized MPS customers, the Advanced MPS Sales class will demonstrate specifically how to continue to gain share of wallet within your customers' accounts.  

Both classes will use a case study approach that makes it simple for your sales professionals to "connect the dots" when they return to the office and start selling.  Each class participant will have worked on real-world examples of assessing, pricing, and proposing MPS agreements. 

To make it convenient to attend the MPS Sales education the classes will run back-to-back.  The inaugural Fundamentals of MPS Sales and Advanced MPS Sales classes will be held at Trump Las Vegas on February 7-9, 2012.  You can enroll in either class separately, or you can enroll in both classes for a discounted rate.  The Fundamentals of MPS Sales will run February 7-8 and the Advanced MPS Sales class will be held on February 9th.  These classes can also be held at your location for larger groups.

For more information or to register, please either visit http://www.bta.org/MPSSales or contact Tom Callinan at [email protected] or at 610-527-3317.