Selling the MPS Story
The November issue of the MPS Insights Journal was packed full of marketing and sales content for the managed print professional. So, I wanted to share with all of our MPS Insights visitors a little sneak preview and a special offer (located at the bottom of this post) should you wish to upgrade to become an MPS PRO member where you will have full access to all this content and more…MUCH more!
CEO Corner & Guest Columns
Building a Transformational Sales and Marketing Approach Ed Crowley discusses how the product-centric to services-centric transformation impacts marketing and sales approaches
Digital Content Marketing: Provide Value. Build Credibility. Win Customers B2B marketing expert Carro Ford Weston teaches the basics for creating a digital content strategy that supports your business objectives
Stage 3, 4 and Beyond: The Ongoing Evolution Ricoh America’s Charity Parsons explains how to align sales approaches with ever-changing client expectations
Special Reports
Have I Got Something to Sell You! Are your salespeople knowledgeable, compassionate and capable? Let Photizo’s Ken Stewart help you determine if your sales team is primed for success or ripe for failure.
Working the Team on Both Sides of the Sale Photizo’s Rob Sethre discusses the challenges of selling to the C-suite in a rapidly transforming industry
How to use the Customer Adoption Model to Win Contracts Use the Photizo Customer Adoption Model to refine your message, develop a long-term strategy and position yourself to win more deals
End-User Perspectives
Solving a Council’s Copier Muddle Queensland’s Scenic Rim Regional Council had a mix of devices and a complex array of lease agreements…until a Canon uniFLOW solution was implemented
MPS: How to Sell the Idea to Management Kendall Tucker, of Evolved Office, shares the secrets to overcoming management reluctance and implementing a MPS program
MAN Truck & Bus Iberia MAN Group IT Manager Gonzalo Notario explains the reasons for, and results of, a MPS implementation in the Iberian Peninsula
Channel Perspectives
Successful MPS Employees GreatAmerica Leasing’s Sally Brause explores the key competencies of successful MPS sales representatives
The MPS Sales and Marketing Disconnect Mitchell Filby, of First Rock Consulting, on the changes required to successfully market a MPS program in our transforming industry
Social Media is About Being Social Corey Smith unveils the secrets behind effective social media marketing
Throwing out the ABCs for a New Generation of Sales Reps footPRINT Managed Services President Brian Stevenson discusses past lessons learned and how they relate to MPS sales success
SmartPrint: Designed with a Print Revolution in Mind SmartPrint’s intimate knowledge of the MPS industry has allowed the company to flourish into one of the fastest growing solutions providers in Australia
How to Sell Managed print Services In this six-step guide, The Death of the Copier’s Greg Walters reviews selling fundamentals within the framework of a changing MPS environment
Vendor Insights
Sherpa as Your Guide Sherpa, a tool developed by Compass Sales Solutions, can increase efficiency, minimize paperwork and improve workflow by automating the the sales process
Helping the Channel Transform Fuji Xerox Printer Channel may have found the keys to success in Asia Pacific; FXPC President James Henderson reveals the strategy responsible for increased sales and impressive growth
SPECIAL
Become an MPS Insights PRO Member by November 15 and we will send you the hardcopy of “Selling the MPS Story” as well as the full year subscription for 2012. That means you get an additional issue + all the really great benefits (like an additional 20% off of all conferences, discount on research products, etc).
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