Strategy Development

Bryn Mawr, PA, January 20, 2015 – Strategy Development, a leading management consulting and advanced sales training firm, is conducting their award-winning MPS Sales training in Dallas, TX on April 8-9, 2015. The class will be held at the Residence Inn by Marriott – DFW Read More

Bryn Mawr, PA, January 12, 2015 – Strategy Development, a leading management consulting and advanced sales training firm, is conducting their comprehensive Strategic Sales Management Workshop on March 17-18, 2015 at the Springhill Suites in Chicago, IL. The SD Strategic Read More

The past three years we’ve asked an assortment of players from the document imaging industry to share with us the trends that will be affecting their businesses in the coming year. Often, there’s a consensus on those trends, which often leads to a lot of repetition.  This ye Read More

Every year this time we ask the various players in the office imaging hardware, solutions, services, and supplies space to share with us their top highlight of the year. If you’re a dealer or reseller, this makes for a fascinating and succinct recap of what occurred throughout Read More

Successful dealers are always looking to grow, nothing new there.  The question is what structure should be put in place to best achieve the desired growth?  If money wasn’t an issue and we had unlimited opportunity, it would be easy to plug and play entire sales teams with the Read More

There are two distinct approaches to MPS and they don’t mix well.  In accounts with fewer than 30 total devices, copier and print centric devices, selling an outsourced version of MPS is detrimental.  An outsourced MPS program involves a company putting the laser printers under a Read More

No one would disagree that people are a company’s most important asset.  If I were a CEO I would be challenging my management team to develop their employees and search for highly qualified talent to bring into the company; employees with fresh ideas and approaches. In my thirty Read More

First, there is no such thing as an e-mail “template.”  If you send a template it may as well start with a delete button. Every e-mail needs to be customized to the person/company.  Do a few minutes—that’s less than five—of research to determine the content of the e-mail. After Read More

There is a question being asked on a sales management LinkedIn group, and I am paraphrasing, “Are high quality sales professionals born that way or developed?” This question demeans the sales profession. Would anybody ever ask if a doctor was born with his or her talent or Read More

One of the beautiful things about the game of baseball is the fact that stats are kept on EVERYTHING.  Think about it, how often has the casual fan heard an announcer in the World Series say, “He leads the American League in two out RBIs after the seventh inning in games since Read More

For companies with sophisticated sales operations territory design is paramount to maximizing their investment in sales professionals. Can you imagine starting your sales career at IBM, GE Aviation or Oracle and being told, “your ZIP code is 19010 go out and find some business?” Read More

Front line management is tough regardless of your functional area.  As a manager you need to deal with scheduling, employees’ personal issues, training and emergencies you could never have anticipated.  When you’re a front line sales manager you have to throw into the mix the Read More

Kyocera Document Solutions America Expands ECOSYS Lineup  March 13, 2014– KYOCERA Document Solutions America has extended its ECOSYS lineup with three new color MFPs, one black & white MFP and two new black-and-white desktop printers. Each of the compact devices highlight Read More

What’s wrong with these people? Sales reps I mean. If you ask Tom Callinan of Strategy Development, the industry has changed, but some sales reps haven’t changed with it although he’s not really blaming them. “We’ve turned our sales forces into financial sales people,” opines Read More

BTA Southeast to Host Winter Break Feb. 14-15 in Orlando Jan. 14, 2014 – On Feb. 14-15, 2014, the Business Technology Association’s (BTA; www.bta.org) Southeast district will host its annual Winter Break event at the Walt Disney World Swan in Orlando, Fla. The event will Read More