Selling the MPS Story (Preview)

Page 1

PHOTIZO

GROUP

November 2011 Vol. 4 Issue 5

Selling

the MPS Story

In This Issue *,6 *695,9 Building A Transformational Sales and Marketing Approach

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Selling your boss on MPS

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The MPS Sales and Marketing Disconnect

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2

Social Media is About Being Social

MPS Insights Journal

Photizo Group © 2011

MPS Adoption Model

Working the Team on Both Sides of the Sale

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4

MPS Insights Journal

Photizo Group © 2011

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CEO CORNER

Building A Transformational Sales and Marketing Approach By Ed Crowley

Founder & CEO, Photizo Group When I speak with clients about the transformation from a product-centric company to a services-centric company, the discussion quickly shifts to what the service offering should look like, or how to build an efficient services infrastructure. Clients almost immediately begin focusing on ‘deliverables’. This is not necessarily a bad thing. Shifting from a focus of manufacturing ‘products’, or, if you are a reseller, selling products to customers and thinking in terms of service delivery (supported by products) is a major transition. )\[ ILMVYL `V\ L]LY KLSP]LY H ZPUNSL ZLY]PJL [V `V\Y JSPLU[ `V\ HYL MPYZ[ NVPUN [V [V\JO [OL JSPLU[ ^P[O `V\Y ZHSLZ HUK THYRL[PUN LMMVY[Z 0M `V\ OH]LU»[ HSPNULK `V\Y ZHSLZ HUK THYRL[PUN HJ[P]P[PLZ HUK TLZZHNLZ ^P[O [OL ZLY]PJLZ JLU[YPJ [OLTL ^OLU `V\ THRL [OPZ ºMPYZ[ JVU[HJ[» P[»Z NVPUN [V IL KPMMPJ\S[ [V ZLSS [OLT H ZLY]PJL VY solution. 0 YLJLU[S` OHK [OL WSLHZ\YL VM RL`UV[PUN HUK SLHKPUN H WHULS MVY /7»Z WYLTPLY YLZLSSLYZ H[ [OL /7 7HY[ULY 4HU HNLK +VJ\TLU[ :VS\[PVUZ -VY\T 6UL VM [OL WHULS WHY[PJPWHU[Z +^PNO[ 4VVYL VM )40 0THNL5L[ THKL H point of describing how their sales and marketing ef forts center around identifying customer needs for busi ULZZ WYVJLZZ PTWYV]LTLU[ HUK M\Y[OLY PKLU[PM`PUN OV^ [OLPY MPYT JHU KLSP]LY JVUZ\S[PUN HUK ZVS\[PVUZ [V HZZPZ[ PU TLL[PUN [OLZL ULLKZ 5V[ [HSRPUN HIV\[ WYVK\J[Z UV[ ZLSSPUN [OL SH[LZ[ MLH[\YL VY WLYMVYTHUJL ILULMP[Z I\[ YH[OLY H T`VWPJ MVJ\Z VU THRPUN [OL J\Z[VTLY»Z I\ZP ness run better. 0U LZZLUJL +^PNO[»Z MPYT PZ ILNPUUPUN [OL ºJVUZ\S[PUN

6

MPS Insights Journal

Photizo Group © 2011

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Ed Crowley has more than 20 years of experience in the imaging industry including key leadership positions at QMS, DataProducts, and Lexmark. He was the senior manager for the global marketing and product strategy in Lexmark’s PS&SD Division. Crowley is a board member of the MPSA and a speaker at conferences worldwide on the topics of brand strategy, the hardcopy markets and marketing strategy and intelligence.

Selling the MPS Story

MPS Insights Journal

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