June's sd|webEd - our free monthly education webinar series

Posted by Kelli Jones on Monday, June 13, 2011

Be sure to check out the topics for sd|webEd, our monthly free educational webinar series:

Selling Services to the CFO

Gain insight into the CFO decision-making process regarding managed services and managed print services. According to Gartner Inc, CFOs are playing a bigger role in IT decisions than in the past.

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Stop Whining About Small Markets vs. Large Markets - Business Principles are Business Principles

Posted by on Friday, May 27, 2011

I teach a sales workshop (don’t worry people this isn’t an infomercial) that focuses on teaching business fundamentals to sales professionals in the imaging industry.  Every time I teach this workshop, inevitably there will be a rep that starts complaining about how the material is for big companies and not “rural” market smaller companies like theirs or there will be another rep that states their market is different because of their geography.  

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Strategy Development Schedules Next Sales Series - Sell With Success

Posted by on Wednesday, May 25, 2011

Web-Based or Onsite Training for Sales Professionals in the Imaging Industry

Strategy Development is launching its next series of Sell With Success. This course is available as a ten-week webinar series, with the next series starting Tuesday, June 7th, 2011, or as an on-site, two-day workshop.

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Congratulations to the Winners of The Week in Imaging Top 40

Posted by Tom Callinan on Wednesday, May 11, 2011

Strategy Development would like to congratulate the winners of The Week in Imaging's Top 40!


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Time For Change In Your Approach

Posted by on Wednesday, May 11, 2011

I love to travel and I love to read.  Thus, I read travel magazines and I have subscriptions to many different travel publications. One of which is Conde Nast Traveler.  On March 31st the new April edition showed up in my mailbox and I came across an interesting article that I was excited to read.

The 15 Best Places to See Right Now – here is how it opens. 

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Strategy Development Hosts Client Symposium

Posted by Tom Callinan on Tuesday, May 10, 2011

From May 10 – 12, Strategy Development is hosting a client symposium in Las Vegas.  May 10 kicks off with a full-day seminar on building dynamic teams facilitated by Dr. Rod Napier.  Dr Napier is an instructor at The University of Pennsylvania in their Masters of Organizational Dynamics program and has instructed at the Wharton School, including leading the popular Executive Team Dynamics course.  Dr.

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Reality Check - CIOs and IT Don't Like You

Posted by on Friday, May 6, 2011

In planning for an upcoming event where I am speaking to a group of owners, I have been engaging in several discussions with CIOs, IT decision makers (Professional IT Buyers) and doing a lot of research on their likes and dislikes about Sales and Marketing approaches.  I was overwhelmed with some rants and stories, but also with some practical solutions and things for sales professionals to think about. We have some work to do, as the “what doesn’t work” list was 20x larger than the “what works” list.

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Understanding the CFO

Posted by Tom Callinan on Monday, May 2, 2011

Many of you want to speak to the “C” level so you had better know what they think about.  In a recent issue of CFO Magazine (yes, I read that too…..holdover from my time in CFO role) poll results detailed the top five concerns of CFOs.  There are actually eight due to ties.  Who ever said CFOs could count!

#1       Ability to maintain margins
#2       Ability to forecast results
           Cost of healthcare

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2011 State of Outsourcing

Posted by Tom Callinan on Wednesday, April 27, 2011

I am using the title from the article in the April 25, 2011 issue of Information Week, one of my favorite IT magazines, and I am going to borrow literally from the information contained in that article.  If you are in the MPS or MS space I strongly recommend you get yourself a subscription to Information Week.  It’s free to qualified requests—that would be you—and it has good content.

You are trying to sell managed print services (MPS) or managed services (MS) so you probably want to know what the CIO thinks about outsourcing, correct?  Let’s cover some key parts of t

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TGI Transforms Itself into an MPS Provider

Posted by Guest Blogger on Wednesday, April 27, 2011

By Scott Cullen

If Frank Grasso, CEO of TGI Office Automation, could turn back the clock, he’d have hopped on that managed print services train sooner rather than later.

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