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BTA’s ProSolutions Workshop to be Held May 2-3 in St. Louis

13 Apr, 2011

BTA’s ProSolutions Workshop to be Held May 2-3 in St. Louis

Kansas City, MO (April 10, 2011) — On May 2-3, 2011, in St. Louis, Mo., Mitch Morgan and Chris Ryne from Growth Achievement Partners (www.growthachievementpartners.com) will lead a newly revamped version of the Business Technology Association’s ProSolutions workshop, which teaches dealers how to take their dealerships to new heights through solution sales. Intended for sales reps, sales managers, specialists and dealership principals, this one-and-a-half-day workshop will help dealers incorporate solution selling into their dealerships. ProSolutions attendees receive free registration to BTA Mid-America's Gateway to Success event, May 3-4, 2011. For more info visit www.bta.org/BTAMidAmericaEvent.

The ProSolutions course agenda is divided into eight sections: Solution Sales: What's in it for You and Your Customers?; From Pencil Selling to Probing for Pain: New Solutions Require New Techniques; Solving Business Problems; Getting to the Right Level: What to Do When You Are There; Discovery Workshop: Business Process Mapping; Generating Opportunities; Utilizing the Solutions Team; and Emerging Opportunities.

The ProSolutions course is receiving positive feedback from attendees. Here is a sampling of what recent attendees are saying:

• “The ProSolutions course was valuable for our attendees, and is worthwhile for continuing a transition into more solution sales. One of the benefits for our company was working together as a team to develop specific actions that we could implement when we get back. Ideally, I would recommend a dealership send someone from the executive team, sales management, as well as employees who are directly involved in selling solutions." — Gerald Ange, Coeco Office Systems, Rocky Mount, N.C.
• “I wish I had more reps with me to hear the information. The information was very up-to-date and on point with the industry and the direction the industry is heading. The workshop is ahead of the curve. I’m excited about the opportunities that will come after I work the process that Mitch and Chris have challenged me to follow.” — Fred Brown, U.S. Business Systems, Elkhart, Ind.

Morgan founded the Connectivity Dealer Program from NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005.

Ryne brings significant experience in driving growth and profitability in the solutions business. His tenure includes 10 successful years at IKON Office Solutions where he lead a highly successful, well-integrated professional services team of 20, which included sales specialists, systems engineers and project management. Ryne possesses a comprehensive understanding of the industry that includes traditional and emerging opportunities from both a sales and operations perspective.
For more information or to register for this workshop, visit www.bta.org/ProSolutions 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, visit its Web site at 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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