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Industry News


22 Jan, 2015

Session will provide attendees with proven managed IT sales strategies

Newton, MA – January 21, 2015 – ITEX National Conference and Expo has announced that Paul Dippell, CEO, Service Leadership, Inc., will be presenting a Strategic Sales Workshop entitled “Light a Fire Under Your Managed IT Sales” at ITEX 2015. The Workshop will focus on proven Managed IT sales strategies. Dippell will also guide some of the industry’s most successful dealers through a panel discussion as they share thoughts on best practices for Managed IT sales. Presented by ITEX and GreatAmerica Financial Services, the Strategic Workshop will take place on Thursday, March 12 from 10:00 am - 2:00 pm ET.

The workshop will be divided into segments and includes:

  • Expert training on the basics such as proper forecasting, qualifying, sales activity planning, and a defined sales process;
  • A panel discussion with successful dealers underscoring the best practices;
  • Further expert training on putting the insights from the first half of the session into practice including tips for objection handling and closing and an action plan for attendees to accelerate and remove risk from their Managed IT sales initiative.

According to GreatAmerica Financial Services and Service Leadership, without the proper strategies, office equipment dealers selling Managed IT Services often experience frustration and unpredictable outcomes. This session was developed with that in mind and will educate dealers on the necessary differences between traditional equipment sales and the optimal sales model for Managed IT Services.

“The value and depth of Managed IT experience that Paul and his team at Service Leadership bring to dealers is unmatched in our industry,” commented Josie Heskje, Director, Strategic Marketing, Office Equipment Group, GreatAmerica Financial Services. “With similar Service Leadership Managed IT sales training events we’ve hosted, nearly 100% of attendees surveyed have told us they’d recommend the workshop to others.”

Dippell is Founder and Chief Executive Officer of Service Leadership, Inc., a leading management consultancy to companies in or seeking to be in Managed IT Services, as well as mergers and acquisitions. His company also publishes the Service Leadership Index® of IT Solution Provider Performance, the largest IT operational benchmarking and financial diagnostic tool.

“We are thrilled to have Paul Dippell at ITEX to offer exceptional Managed IT Services education and selling strategies,” said Sand Sinclair, Conference Director, ITEX. “His vast experience in building, running, acquiring and integrating IT companies, combined with his leadership skills from time at All Covered and Xerox Connect, make him uniquely qualified to address our ITEX audience.”

ITEX attendees can register Service Leadership, Inc. for the Strategic Sales Workshop pass with a discounted rate made possible through GreatAmerica Financial Services. Gold Sponsor, GreatAmerica Financial Services, will be represented on the ITEX 2015 tradeshow floor in booth #705, as well as in a Power Hour Session, “Hybrid Dealer 2018,” in the Transform Track.

About ITEX
ITEX National Conference and Expo is the premier event for the office solutions channel. Registration for the 2015 event is live at www.itexshow.com/register and exhibitor sign up is available by contacting Cal Groton or Alexandra Piccirilli.The event is produced and managed by Questex LLC, a global, diversified business-to-business integrated media and information provider, headquartered in Newton, MA. ITEX is co-presented by imageSource, the definitive resource for the office channel. For the latest event updates follow us on Twitter @itex_show.

For further information, contact:
Charlene Soucy
Marketing Director

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