SD MPS Sales Fundamentals Workshop (March 2012)

March 13-14, 2012

Today, MPS is sold into most companies with more than 10 devices and many of those prospects have had some form of MPS presented to them. With that in mind, it is important to be able to differentiate your offering and provide a compelling reason for a prospect to engage your company for an assessment. The SD MPS Sales Fundamentals Workshop will cover the MPS sales process for both small, fewer than 25 devices, and mid-sized, 50 – 250 devices, companies. Your sales team will learn the proper contact level and value proposition based on company size, how to get an appointment at the correct level, and how to identify the areas of pain associated with the print environment based on company size.

SD MPS Sales Fundamentals Workshop uses a case study approach and will arm your sales professionals with the tools they need to be successful in MPS and be successful at taking customers from your competitors. You will learn how to position yourself as a technology partner, ultimately transitioning your client’s output devices to a single brand and winning additional hardware placements and software implementation opportunities.

What You Will Learn:

• Understanding of the print space
• Environmental impact of MPS
• Defining your MPS approach
• How to develop prospects
• The first appointment: Value Proposition
• How to conduct an effective and efficient assessment
• Study exercise
• Review of the small account finances
• Detailed pricing example (both outsourced and equipment led)
• The strategy session
• Developing a business case focused proposal
• MPS sales management metrics

 You will receive a flash drive that includes:

• Sample contracts
• PowerPoint Value Proposition
• PowerPoint Strategy Session template
• PowerPoint Proposal template
• Pricing Tool
• Online employment ad

The SD MPS Sales Fundamentals Workshop will run back-to-back with the newly introduced SD MPS Advanced Sales Workshop. You can enroll in either class separately, or you can enroll in both classes for a discounted rate.