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The BTA’s MPS Sales Management Workshops Scheduled for April

31 May, 2011 By: Editorial Staff

The BTA’s MPS Sales Management Workshops Scheduled for April

The BTA’s MPS Sales Management Workshops Scheduled for

Kansas City, MO (Feb. 2011) - On April 4-5 in Orlando,
Fla., the Business Technology Association and Strategy Development, a management
consulting and advanced sales training firm, will host the BTA MPS Sales
Workshop — a two-day educational opportunity for office technology dealerships.
In addition, Strategy Development will host the BTA Sales Management Workshop on
April 6-7 in Orlando.

Taught by Strategy Development’s Tom Callinan and David
Ramos, the BTA MPS Sales Workshop is designed to provide dealerships with the
tools they need to establish an MPS strategy that will allow them to
significantly increase the quantity of captured prints, lock in customers, and
distinguish themselves from competitors and, ultimately, sell more hardware.
Workshop topics 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 workshop is intended for dealership
principals, sales managers, vice presidents of sales and print specialists. The
reviews of the workshop have been very positive. A sampling:

* "The knowledge that I acquired from real-world
experiences, as well as the documentation examples, have 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." — Richard Detwiler, Digital Business Machines, Nashville, Tenn.

* “I just want to thank the both of you. I am walking
away from this workshop with a new positive outlook on your program and I am
ready to launch print management using your style and steps.” — Shawna Wetzel,
Matrix Laser Care, Ramsey, Minn.

Also taught by Strategy Development’s Callinan and Ramos,
the BTA Sales Management Workshop is an intense, two-full-day workshop that will
provide sales leaders (i.e., dealer principals, vice presidents of sales and
sales managers) a framework, process and tools concentrated on developing sales
professionals, uncovering new business and expanding share of wallet with
current customers. All sales leaders, or sales professionals moving into a
management position, will benefit from this interactive workshop and will leave
with proven processes that, when implemented, will increase their effectiveness,
reduce turnover and drive improved results. Here is what past attendees are
saying about the workshop:

* "I believe this course is essential for all sales
management. The concept of managing risk, both from recruitment to coaching and
leadership, is the core of what we do daily. This was a great course." — Darrell
Tucker, Modern Office Methods, Cincinnati, Ohio

 * "This course was very beneficial. It is a tall order
to break down your current culture procedures and methodologies. This course
will help me provide a road map to do it. The industry is changing and my
company recognizes the need to change. This workshop will not only provide a
road map for assisting my team, but it also gave me a great list of walk-aways
to enhance the things we're already doing well." — Eric Kennedy, Martin Whalen
Office Solutions Inc., Tinley Park, Ill.

Callinan is the founding principal of Strategy Development,
Inc., a management consulting and advanced sales training firm for technology
and outsourcing companies. From 1998 to 2005, he was an executive with IKON
Office Solutions, most recently vice president and general manager of IKON's
largest business unit with revenue of $1.4 billion. Prior to IKON, he was the
founder and CEO of Copifax Inc.  Ramos is a consultant with Strategy
Development. He has more than 12 years of experience in the imaging industry as
a top-producing business development and management professional. Ramos' career
experience spans from working for Xerox Corp. as a major accounts manager to
IKON Office Solutions, where he held various positions including director of
sales. He also worked at IKON University as a senior trainer and co-developed
IKON's sales training program.  At

. For more information or to register for these
workshops, visit

or call (800) 843-5059.

Founded in 1926, the Business Technology Association serves
office technology dealerships, resellers, manufacturers, distributors and
service companies. Its core members — office technology dealerships — consult,
sell and service hardware, software and supplies with the goal of helping
businesses maximize their investment in devices and technology. Through the
association's various educational programs, information, research, legal
services, publications and guidance, BTA member dealerships are positioned to be
the premier source of the office technology used by businesses throughout the
United States every day. For more information on BTA, see its Web site at
http://www.bta.org or call
(800) 505-2821. The fax number is (816) 941-4838. You may also write to: BTA,
12411 Wornall Road, Kansas City, MO 64145.


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