BTA MPS Sales and BTA Sales Management Training Classes Scheduled for October in New Orleans

Strategy Development is conducting the award winning BTA Managed Print Services (MPS) Sales Workshop on October 11-12, followed by the BTA Sales Management Workshop on October 13-14, in New Orleans, LA at the JW Marriott.

BTA MPS Sales workshop teaches sales leaders (dealership principals, sales managers, vice presidents of sales, and print specialists) a systematic and proven methodology to establish and maintain a profitable MPS program. Uncover new revenue streams, significantly increase the quantity of captured prints, lock in customers, enable differentiation from competitors, and, ultimately, sell more hardware. Tom Callinan and Ed Carroll, will lead this course. 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 quarterly business reviews.

Become your customer’s "single source" for optimizing printed pages and the hardware used to produce them. Your customer enjoys eliminating the need to deal with multiple vendors and invoices, leveraging the benefits of a holistic view of their entire document output fleet, saving time and money, while improving efficiencies.

Jerry Ehrhardt of TLC Office Systems recently attended this class and said, “This is a good training class with educational substance. The instructors were very informative and knowledgeable. It has provided me a process I can implement with ease.”

Rich Fryman of ABS Business Products commented, “Tom and Ed didn’t waste time on worthless information. They were able to recognize that some information was good to have however did not need to go over it, which saved time to cover and stay on the ‘nuts and bolts’ of the class.”

BTA Sales Management Workshop, led by Ed Carroll, is two full days of how to improve sales effectiveness, reduce turnover and drive market share gains. Regardless of if, you are a new sales manager or have been managing for decades, this course provides a framework, process and tools to develop and refine your approach. The combination of a classroom setting for the theory and interactive breakout sessions to learn how to implement these tactics is a proven recipe for success.

Learn how to build effective sales teams, on boarding and training, designing individual development plans, territory design and management, account planning and penetration, quality field time, effective forecasting, as well as MPS and equipment pipeline growth.

Ron Rasberry of Advanced Office Systems said, "There are very few industry-specific workshops available today that focus on sales management. Perhaps this is because there are very few trainers and consultants around who have weathered the storm of change that our industry continually goes through. The Strategy Development team 'gets it.' They know what the 21st-century model dealership, sales manager, and strategic industry directions look like. More importantly, they are able to deliver this knowledge along with specific measurable performance standards that I believe every independent dealership can implement and expect to see improved business results."

Melanie Boyes of Blue Technologies commented, “I know I will double my productivity, activity and pipeline growth within eighteen months, if not sooner.”

Tom and Ed 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.

For more information on the course, instructors, or to register for class, please click here for BTA MPS Sales Workshop or click here for BTA Sales Management. As a special note, BTA members may use their $250 coupons if booked on or before Friday, Sept. 24, 2010.