sd|University to Hold MPS Sales Workshops at GreatAmerica Financial Services Headquarters

posted by Strategy Development on Tuesday, April 30, 2013

For Immediate Release
sd|University to Hold MPS Sales Workshops at GreatAmerica Financial Services Headquarters June 11-13
(Bryn Mawr, PA) - sd|University, the advanced training division of Strategy Development, is conducting their award-winning MPS training at the GreatAmerica Financial Services Corporation Headquarters in Cedar Rapids, IA this June.  The SD MPS Sales Workshop will take place on June 11-12, followed by the SD MPS Advanced Sales Workshop on June 13. 
“We are excited to be partnering with GreatAmerica to hold our award-winning classes,” stated Tom Callinan, principal of Strategy Development.  “We’ve helped scores of businesses and hundreds of sales professionals enter the MPS space and we look forward to another great class at GreatAmerica.”
The two-day class, SD MPS Sales Workshop, will be taught by Callinan and will cover the MPS sales process for both small, fewer than 25 devices, and mid-sized, 50 – 250 devices, companies.  MPS sales teams will learn how to:
·         Approach the proper contact level and present a value proposition based on company size
·         Get an appointment at the correct level
·         Identify the areas of pain associated with the print environment based on company size
·         Conduct an effective and efficient assessment to support the business case for change
·         Price a transaction, both outsourced and equipment led
·         Present a winning proposal 
For more details please visit  
The one-day SD MPS Advanced Sales class, also led by Callinan, will focus solely on the quarterly business review (QBR), a process Strategy Development introduced to the MPS community.  With proper execution of the QBR attendees will consistently gain share of wallet within their customers' accounts. For a full class description, please visit
At the conclusion of the first day of training, GreatAmerica will host a special networking dinner for all attendees.  
"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,” stated Callinan.  “So, 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 MPS Sales Workshop will arm sales professionals with the tools they need to be successful in MPS and be successful at taking customers from competitors.  Once a dealer starts to grow its portfolio of mid-sized MPS customers, the MPS Advanced Sales class will demonstrate specifically how to continue to gain share of wallet within customers' accounts.  
“This class was GREAT!!  It showed such a different approach to Managed Print Services that should provide helpful to get our program off the ground and make it successful,” said Wade Arntson from Imaging Path.
And Dave Varney from Millennium Business Systems had this to add, "The Strategy Development team did a very effective job leading our group through the entire MPS consultative sales cycle. I am confident that we will be successful given the model and tools presented in this seminar."
If you are an sd|University member company, this is one of the portfolio of educational experiences your sales and management team should attend. If you are not enrolled in the tuition program, you can still attend Strategy Development’s award-winning education by enrolling for the individual classes.  This award-winning training—receiving the highest accolades over the last six years—is available at the lowest individual class investment in the industry. 
All sd|University classes can also be held at your location for larger groups.   For more information on sd|University and how the tuition program works and how it stacks up against the competition please visit us at  Remember, you can still register for individual classes as well.
For more information or to register for the SD MPS classes, please visit contact Tom Callinan at or at 610-527-3317.
GreatAmerica is a $1.4 billion national commercial equipment finance company. GreatAmerica is dedicated to helping manufacturers, vendors, and dealers be more successful and keep their customers for a lifetime. GreatAmerica provides financing and niche market-focused services in all fifty states and several U.S. Territories and has a staff of nearly 400 employees with offices in Iowa, Minnesota, Missouri and Georgia. Our commitment to understanding the industry has positioned us as the unparalleled leader in single invoice solutions (MPS, Managed IT, and other specialized billing options). We also offer innovative non-financial services such as Collabrance™ Managed IT Services, PathShare™ HR Services, Info-Zone®.com, and FleetView™ remote monitoring to help our dealers evolve their businesses.

About The Author

Strategy Development is a management consulting firm for the technology and outsourcing space specializing in Managed Print Services, business planning, sales effectiveness, advanced sales training, and operational improvement.  Additional info ... read more

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