December 11, 2009
Here is a comprehensive look at a best practices print management engagement process and the skills needed to ensure long term success for both sales professionals and the dealership as a whole.
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December 1, 2009
Dealers who have asked us whether or not they should have a Managed Print Services Specialist to sell their offering or just allow the entire Sales Force to sell Managed Print Services (MPS), quickly follow that question up with, "how do I pay them?" Like all other forms of compensation, there is a fair rate you should target for MPS compensation but there a number of ways to get to that fair amount.
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November 13, 2009
The Print Management Solutions Group (PMSG) is a strategic alliance between Learning Outsource Group and BEI Pros with a simple mission to support Document Imaging Dealers, Resellers, and OEMs with their development and implementation of a profitable and sustainable MPS offering.
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November 1, 2009
Dealerships who have entered any new market have wrestled with this question since the introduction of 50 page per minute black and white copiers. Should we have a high volume specialist who handles this business and take it away from the main stream sales force or should we let everyone sell it. The conundrum presented itself again with the introduction of facsimile and then in a much more pronounced way with the introduction of graphic color products.
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September 28, 2009
Business to business sales organizations do two things; sell and then service and support what they promised. Consequently, the Salesperson and their Process and the Service/Support Organization and its Performance must be the targets of focus for a Stimulus Package that is meaningful to your organization; your dealership.
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September 25, 2009
Many dealers are hiring salespeople with the express intention of having them specifically sell Managed Print Services. If this is your intention as a hiring manager or if your goal is to convert some of your current sales force to a print management approach, then you may find the following information extremely useful.
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September 17, 2009
If you're like many managers today, managing salespeople who are engaging a new or developing Print Management selling approach, then it's probably easy for you to understand what I heard from a sales manager in one of our recent Sales Management Leadership in the 21st Century programs. To quote him, "This ain't the old copier business anymore… is it?"
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September 16, 2009
Demonstrates the initiative to uncover sales opportunities; actively attracts the interest of potential customers; networks to increase contacts; stays on top of market conditions to uncover new leads; consistently follows up with leads to assess their interest in the product/service offering.
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