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Monday, June 7, 2010

Successful MPS Conference Is Further Validation for Managed Print Services Industry

Conference attendance more than doubles; attendees enthusiastic about program

LEXINGTON, KY – June 4, 2010 – To say the managed print services market is growing would be an understatement. As evidence, consider the powerful participation in the recent MPS Conference hosted by Photizo Group. Attendance more than doubled from the 2009 event, from 135 in 2009, to 290 at the 2010 gathering in San Antonio, TX.

“As one attendee noted, the conference and swelling number of attendees is yet another confirmation that MPS isn’t a sales pitch it’s not just a strategy, it’s THE business strategy for the industry,” said Ed Crowley, CEO of Photizo Group.

Thursday, June 3, 2010

MPS Selling Appointment: "This is Turning Out to Be One Hell of a Morning!"


6/2010

It's 8:15 AM.

You are prompt and waiting in the lobby of Galactic RailWorks - fifteen hundred users.

Your appointment is with the CFO.

On the phone, he told you he is not interested in any of those "large, enterprise-level engagements" but wants a local provider who is flexible and will listen.

Great.

You have all your materials. The marketing pieces. The software datasheets. The company profile - all printed in glorious color.

Your faux leather portfolio contains a fresh pad of lined paper - no make that graph paper. Most every pocket is stuffed with newly minted business cards, your moniker now followed by "MPS Specialist"

Not only that, at your feet, saved on your laptop's hard drive, is the short, 32 slide deck .ppt just bursting to jump out. A copy is saved on the pen drive in your pocket, just in case.

You barely slept last night. You're giddy.

Talk track rehearsed and roles played every Monday morning with the Sales Manager. He even sat next to you while you cold-called/dialed 100 dials.

And you swear to the Sales gods that if there is an elevator in this place, you've got the pitch ready.

This is your first MPS appointment. And your hope is to get your assessment green-lit.

You're ready.

All is well, except for the fact that sitting next to you is the seasoned MPS Selling Professional. Your coach is sent to accompany you on your first appointment.

We'll call him Hicks, and it looks like he is taking a nap.

Hicks doesn't have any slicks.

He hasn't attended the "mandatory" role-playing sessions for months, let alone that Friday afternoon "Weekly Summary/Share Your Good News" meetings.

As a matter of fact, all he brought with him are business cards, a small notepad, and his Starwalker.

You are aghast.

The receptionist says to go right in, the CFO's office is all the way to the back, on the left. Corner office.

Before you can elbow Hicks in the gut, he is standing.

"Give me all those," he commands.

"These?" you ask referring to the marketing materials.

"Yeah. Those. Give them to me."

"But..."

"Give em..."

The marketing slicks find their way into his hand as you notice his other is holding your laptop bag.

Before you can ask, Hicks, walks over to the receptionist, "Hi, Judy," he can read her nameplate, "...can you watch this laptop for us while we meet with John? Oh, and is there a place I can toss these?"

And just like that, your slide deck, marketing materials, and magic feather are gone.

Turning to trail Hicks, you feel the floor drop out from underneath you.

Marketing slicks don't sell MPS.

Software doesn't sell MPS.

Real role-playing should never include a co-worker or manager unless you are married to him/her or reside in California. (I know, I know...)

Slide decks don't sell and elevators can't buy MPS.

A pen and some paper or a whiteboard and the stuff between your ears, that's all you need.

Internalize your process, study business, get to know your clients.



Click to email me.

Wednesday, June 2, 2010

Your MPSA 2010 MPS Leadership Awards Winners

The Managed Print Services Association (MPSA) is proud to announce the winners of the 2010 MPS Leadership Awards. Of the 60 different submissions across 53 different organizations in 12 different countries, the MPSA found quite considerable leadership and innovative thinking from all of the submissions.

Based upon the balanced scorecard voting that rated submissions in Core Abilities (30%), Best Practices (30%) and Business Benefits (40%) the following are the top winners in a highly competitive process.

Contact Me

Greg Walters, Incorporated
greg@grwalters.com
262.370.4193