MPS eLearning Sales Training Program

Effectively & Efficiently Train Your Sales Force

Strategy Development and InfoTrends joined forces to create a training and certification program to effectively engage and sell managed print services (MPS) for the sales person or dedicated managed print specialist.

Managed Print Services represents a new approach to capturing office document technology spend and margin — combining older cost-per-page pricing models, expanded service and solution offerings, as well as a more consultative relationship with customers.

This training will take you through the eight key steps we have identified in the MPS sales process that when mastered will result in success: 

Developing an MPS Territory

An MPS territory can be very different from your traditional product sales territories as the goals for MPS customers differ quite substantially. This course will help you to develop an MPS sales territory and provide you with strategic sales processes to help you get the first appointment with the prospect.

What you will learn:

• Target the correct company size and vertical market
• Design a sales rep’s territory
• Communicate with different departments in the organization and understand their motivators
• Deploy multiple prospecting methods
• Build a pipeline with various communication methods

• Create telemarketing scripts and handle objections

Approximate time: 25-35 minutes

The First Appointment

The first appointment in an MPS engagement is critical to demonstrate your expertise in the MPS space and provides you the opportunity to understand the prospect’s pain points around their imaging and print environment. This course will provide a clear outline for this important first appointment with your prospects.

What you will learn:

• Make a great first impression
• Develop and deliver the MPS value proposition
• Identify a prospect’s pain points with self-management

• Engage the prospect in the value proposition process

Approximate time: 25-35 minutes

Performing an Assessment

A sound assessment methodology can make or break an MPS opportunity. There are pitfalls to watch for during this phase as well as hidden opportunities that could be goldmines. Performing a thorough assessment can also differentiate your business and demonstrate your exceptional value to your prospects.

What you will learn:

• When to agree to perform an assessment
• To collect all the information you need to build a business case for MPS
• Perform a detailed walkthrough
• Conduct interviews and understand business processes

• Use the information to build a business case

Approximate time: 25-35 minutes

Contractual Selling

This course is designed for companies and individuals that do not have experience developing a CPP lease. In the class you will learn the different type of lease options and basic mechanics of leasing. Students with adequate leasing experience can test out of this module.

What you will learn:

• Understand leasing terminology and options
• Build a CPP lease agreement
• Incorporate service, support and maintenance

• Understand how to buyout a current lease

Approximate time: 25-35 minutes

Pricing a Transaction

This course will show the mechanics of pricing a transaction using cost-per-page agreements

What you will learn:

• Calculate the service and supply cost on the current fleet
• Blend black, black on color, and color output into a single CPP
• Handle overages on a blended contract

• Add new equipment to the agreement

Approximate time: 25-35 minutes

Successful Strategy Session

Most sales transition directly from discovery to the proposal. In a complex offering like MPS, which frequently involves multiple decision makers, you need to ensure you have a champion before moving to the proposal This course will provide you with what you should know and do with your prospects to create that winning MPS strategy.

What you will learn:

• Analyze the data collection
• Conduct the Strategy Session
• Manage then Optimize vs. Optimize then Manage

• Agree on a Strategy

Approximate time: 25-35 minutes

Designing Winning Proposals

The correct proposal for your prospect must be tailored to their business goals addressing the pain points discovered in the value proposition and assessment. This course will cover how to articulate the prospect’s specific business case.

What you will learn:

• Understand the necessary elements for the proposal
• Have the right visuals – tables, graphs and charts
• Deliver the correct information to different decision makers

• Present the information and anticipate budget concerns

Approximate time: 25-35 minutes

Expanding Your MPS Relationship

Now that your customer is engaged in MPS you must be able to maintain that relationship and keep it growing. This course will show you how to meet and exceed your customer’s expectations in order for you to keep that customer for life.

What you will learn:

• Provide quarterly reviews
• Modify and enhance existing contracts
• Optimize your customers infrastructure

• Keep an MPS customer for life

Approximate time: 25-35 minutes

REGISTRATION

Click here to register.

BTA Members, please click here to register at a discounted rate.