Benefit from Service Leadership’s more than twenty-five years of successful Managed IT experience by joining Paul Dippell at this exclusive two-part Managed IT sales and service training brought to you in cooperation with GreatAmerica. Capture more revenue per customer by giving your sales and service professionals the tools and skills to overcome obstacles and realize success.
Photo taken at July 2014 Service Leadership Training at GreatAmerica Headquarters.
Day 1 – Managed IT Sales 201: Hands-On with Best-in-Class Selling
Workshop Prerequisite: This training is designed for copier reps and Managed IT vCIOs and SMEs who have either been to a previous Service Leadership sales training, or have personally closed 4 to 6 Managed IT deals.
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Attendees: For those “down the street” sales reps, SMEs and vCIOs who have closed 4 to 6 Managed IT deals, or who have been through our foundational Managed IT 101 sales training (offered at GreatAmerica last July 8th and August 8th in Cedar Rapids).
Description: Paul Dippell and his team at Service Leadership will use a combination of classroom teaching and small group hands-on exercises to facilitate an impactful and involving day of learning. This workshop includes critical interactive activities to deepen your team’s sales skills and success rate by increasing your confidence in front of the customer.
Building on existing Managed IT sales skills, this workshop goes deeper into:
- Enhanced prospect qualification skills
- Effective proposing and pricing
- Confidence in objection handling and closing
Attendees will come away with:
- Next-level skills and hands-on experience in selling Managed IT on value, not price
- Ability to better qualify and uncover IT pain
- Skills and tips on presenting proposals and pricing for most effective closing
- Strategies for overcoming objections
- Methods for driving successful on-boarding
- A deeper understanding of how to drive retention and additional business through Quarterly Business Reviews
Day 2 – Managed IT Service Management 101: Accelerated Foundations
Workshop Prerequisite: No prerequisite requirements.
Attendees: For Office Equipment or IT Service executives and managers who are responsible for senior-level or front-line management of the Managed IT service operation. This workshop is also appropriate for current Managed IT service managers and executives who have fewer than 30 to 40 customers on their top-level (“gold” or all-you-can-eat) Managed IT offering.
Description: Join Paul Dippell and the team from Service Leadership for this engaging and actionable, full-day workshop. Service executives and managers will accelerate their understanding of how to build, operate and/or partner with a Master MSP to most effectively deliver “happy Managed IT.” This workshop provides best-in-class foundations for effective management of high quality, profitable, scalable Managed IT Services. (This is the same content from the July and August Managed IT Service Leadership Training in Cedar Rapids).
Discussed from a practical service manager’s point of view, attendees will come away with:
- Solid knowledge and strategies for developing a standard technology stack
- Criteria and strategies for developing a target customer profile
- An understanding of what goes into best-in-class Managed IT pricing and assessing prospect risk to your company (conducting & charging for assessments)
- Best practices around supporting sales (the role of SMEs & VCIOs in selling, new customer onboarding and account management)
- Systems and tools needed to be successful, including proper time tracking and management of service requests & mapping service flows for accuracy and alignment
- Methods for taking time and cost out of the system while driving up satisfaction
- Awareness of staffing requirements at various stages of development, incentive compensation and performance management drivers, including: GM%, Mean Time to Respond and First Request Resolution
About Service Leadership:
Since founding Service Leadership in 2001, Service Leadership has trained thousands of sales professionals on the key methods for rapidly accelerating their own, profitable Managed IT sales in new and existing accounts, including:
- CompuCom: Managed IT sales grew from scratch to $400mm
- All Covered (now owned by Konica-Minolta): Involved during its first four ground-breaking years of growth unequalled since then?
Paul Dippell, will present this special workshop hosted by GreatAmerica.
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Dippell is founder and Chief Executive Officer of Service Leadership, Inc. a leading Solution Provider consultancy firm, and publisher of the Service Leadership Index® of Solution Provider performance, the industry’s broadest and deepest operational and financial diagnostic service. Additionally, Service leadership advises leading global IT manufacturers on channel management and strategies, and SMB and mid-market customer product and services strategies.
In the last year, GreatAmerica has strategically partnered with Paul Dippell and Service Leadership for Managed IT training events, SLIQ©business management tool and S-L GAMIT Peer Group opportunities.
Dippell brings more than twenty-five years of experience building, running, acquiring and integrating IT Solutions companies. Dippell is often a featured speaker at IT Solutions industry events on the topics of successful channel business model strategy and operations.
Event Logistics:
Attire: Business casual- Materials: Will be provided at training
- Meals: Lunch will be provided for attendees
- Training Location: Dallas/Fort Worth Marriott Solana Hotel
- Address: 5 Village Circle, Westlake, Texas, 76262
- Phone: (817)430-5000
- Standard Rate: $239/night plus tax (subject to change) and includes shuttle service to and from the airport.
- Website: www.marriott.com/DALWL
- Other Area Hotels: Located within 15 minutes of the training location (see above).
Contact Information:
Questions? For more information, contact your GreatAmerica Sales Rep, or email kjuehring@greatamerica.com.
Registration for Training:
*Pricing: GreatAmerica has worked with Service Leadership to provide this training at a special cost for you (normally $1,195 per person). Pricing is bundled to include lunch, a licensed copy of the slide deck, as well as the exclusive Managed IT tools used by Service Leadership in the workshop (normally an additional $395). Attendees are responsible for travel accommodations.
Special “Thank You” Discount: S-L GAMIT members and Collabrance partners receive a special 50% OFF (up to 5 attendees/per dealer)!
| Attend Only Day 1 or Day 2 | Attend Both Days | |
|---|---|---|
| 1 Attendee | $1000 | $1500 |
| 2+ Attendees | $750 | $1000 |
Registration Deadline: Close of business on Tuesday, January 13, 2014.
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