May 7, 2013
Issue No. 349

Do your sales reps have the closing skills you want them to have? Are you confident that they can close ANY deal they are involved in? If not, the Master Closer Course created by Prosperity Plus Management Consulting is for you. The Master Closer Course is an intensive two-day workshop with training, drills and exercises based on situations reps face day in and day out. It is designed for sales reps, sales managers and business owners who want to really hone their closing skills and improve their success rates.

Attendees learn how to:

  • Truly engage a prospect to get that all important appointment
  • Properly use questions to engage prospects
  • Spot when a prospect is ready to be closed
  • Skillfully close a deal
  • Resurrect a "dead" sale
  • Manage time more effectively

For more information, contact Leah Marshall at (631) 382-7762 or email

For more information on BTA Hotline sponsorship, contact Brent Hoskins at or visit the advertising link on the BTA website. (Note: Sponsors are not endorsed by BTA and members should thoroughly investigate claims and offers made by them prior to purchase.)

BTA Welcomes 12 New Members

BTA Webinar on Building a Sales Force Set for May 15
The 65th webinar in BTA's Building My Business Webinar Series is scheduled for 4 p.m. Eastern on Wednesday, May 15.

Xerox Names Toni Clayton-Hine Channel Marketing Vice President
Xerox has appointed Toni Clayton-Hine as vice president of global marketing and value proposition for Xerox's Channel Partner Operations.

DEX Imaging Acquires Two Florida Companies
DEX Imaging has announced the acquisition of south Florida-based U.S. Imaging Solutions and Tampa-based Tonertype LLC.

gap intelligence Upgrades TCO Tool
gap intelligence has launched the latest version of its Total Cost of Ownership (TCO) suite to include managed print services (MPS) capabilities.

OKI Data Now Offering PaperCut MF Software
OKI Data Americas has announced the availability of PaperCut MF, a print job accounting and management software that works with OKI single-function printers, MFPs and open platform MFPs.

West Point Products Releases Axess Express
West Point Products has announced it has further enhanced its Axess Management Print Service program with the release of Axess Express, a full-service program designed to accelerate the launch and growth of MPS programs for dealers.

Canon Introduces imageRUNNER ADVANCE 500iF/400iF
Canon U.S.A. Inc. has announced the imageRUNNER ADVANCE 500iF/400iF monochrome multifunction office systems.

Office Document Consulting Introduces MPS in a Tablet
Office Document Consulting Inc. (ODC) has introduced MPS in a tablet — a platform designed for sales to deliver managed print resources to prospective customers.

Samsung Launches New Business Experience Campaign
Samsung Electronics America Inc. has launched a new global brand campaign designed to show the company's commitment to innovation and business experiences in a number of industries, including retail, hospitality, health care, education and SMB markets.

GreatAmerica Adds Print Audit as FleetView Provider
GreatAmerica Financial Services Corp. has announced that it has added Print Audit Premier as an offering under its FleetView brand of device remote monitoring and management.

Click here for all recent BTA Hotline articles.

Building My Business Webinar: "Eight Simple Rules for Getting the Most Out of Your Sales Force"
This webinar, led by Troy Harrison of SalesForce Solutions, is geared at business owners and managers, and covers the eight key components of building a sales force, from a 5,000-foot level. Included are sales planning, hiring, compensation, activity management, relationships and more. Building a world-class sales force involves more than simply "hiring and hoping." Unfortunately, too many business owners give up and go this route. It does not have to be that way. This webinar will include direct takeaways that you can use to help grow your business now and throughout 2013. For more information or to register online, click here.
Building My Business Webinar: "Developing Competitive Advantage Against OEM Direct Locations"
You have spent decades building your dealership as a representative for various manufacturers. Much of your business strategy was to present your business as the local outlet for those brands. Now, you find yourself competing head-to-head with the same manufacturers that you used to view as business partners. What can you do to compete effectively with OEMs that are bigger than you, focused on "buying" market share and working with massive marketing budgets? In this webinar, led by Darrell Amy of Dealer Marketing Systems, you will learn: the three core advantages you have over OEM direct locations; how to exploit these advantages to win deals; how to position your dealership as a technology leader; and our advantages of OEMs and how to counteract them. For more information or to register online, click here.
5BTA MPS Client Engagement Training Series
The BTA MPS Client Engagement Training Series, led by Mike Lecak, president of Collaborative Consultant Group, consists of six one-hour, Web-based courses designed to assist participants in the following: getting the appointment; MPS value propositions; conducting the appointment; the assessment; the proposal; deal implementation; and client management. During the six-week session, there will also be three one-hour one-on-one coaching sessions in addition to the online training sessions. During these coaching sessions, you will be working with Lecak on three of your specific accounts. You will be taking these opportunities through the sales process, from appointment through the assessment to the proposal and contract. You will have a chance to gain valuable insight while working on actual "live" prospects. For more information or to register online, click here.
5-6ProFinance 2.0 - Denver, Colo.
Over the last 10 years, the principles of ProFinance have dramatically improved the performance of hundreds of dealerships. But with the introduction of color, connectivity, software and managed print services (MPS), the business has changed — and ProFinance has changed with it. Taught by John Hanson and John Hey of Strategic Business Associates, ProFinance 2.0 incorporates these changes into the new industry model, including benchmarks for MPS. With more than 30 key benchmarks, this management tool will help you and your team achieve double-digit operating income. For more information or to register online, click here.
17-18Cruise to Success - A district event hosted by BTA Mid-America - Chicago, Ill.
BTA Mid-America will host its annual district event, open to BTA members and non-members from across the country, June 17-18, 2013, at the DoubleTree by Hilton - Magnificent Mile. The event will feature a keynote presentation by Doug Albregts, president of Sharp Imaging and Information Company of America, four additional educational sessions presented by industry leaders, and a dealer panel focused on turning business disruption into opportunity. In addition, there will be time to network with fellow dealers and visit with 30-plus exhibiting sponsors. To wrap up the event, attendees will enjoy a three-hour scenic skyline dinner cruise aboard the Spirit of Chicago. For more information or to register online, click here.
19BTA Managed Services Workshop - Chicago, Ill.
The BTA Managed Services Workshop has been updated to include the Managed Services Business Model. This model is the first of its kind, specifically for BTA dealers, and has been developed by Growth Achievement Partners (GAP) and Continuum. GAP has been assisting dealers in making this important transition since 2009. Continuum is the largest and most experienced provider of managed services operations to dealers, and currently manages more than 500,000 endpoints. The companies’ combined knowledge in the managed services space will allow dealers to walk away with a "time-tested” business model and key metrics to guide success in this important strategic area. Attendees to the June 19 workshop receive free registration to Cruise to Success. For more information or to register online, click here.
19ProSolutions 2.0 - Charlotte, N.C.
The market is changing. Sales professionals will need to evolve to a new sales process to be successful in the future. The skills needed for high-performance sales professionals will be based on: solving business problems, helping customers achieve business goals, focusing on business processes, driving complex sales and strategies to go deeper and wider. This course, taught by Mitch Morgan and Chris Ryne of Growth Achievement Partners, provides a time-tested strategic sales methodology that works. The sales process enhances the sales performance today and provides the tools to be successful in the future. For more information or to register online, click here.

For details on these events and to stay abreast of industry events, visit the
BTA Industry Calendar.

The May issue of Office Technology, the monthly magazine of the Business Technology Association, is now posted on the BTA website. You will need your username and password to access the online magazine.

Click here to view the magazine online.

Click here for the Office Technology archives.

BTA District Events

Each year, BTA hosts five educational and networking events in its districts. The events are open to all dealers, but BTA members receive a discount as a benefit of membership.

The next event, hosted by BTA Mid-America, will take place June 17-18, 2013, in Chicago, and it includes two-for-one member pricing. Visit for details or to register.

For more information on all of BTA's upcoming district events, visit

For more information on other BTA member benefits, visit

May/June Issue of The Business Owner Posted to the BTA Website
You will need your member login and password to download. Please contact BTA at if you do not have your member login and password. You may also access past issues of The Business Owner online. In this issue: No More Employee Termination Problems; Brand Clarity = Higher Revenue; Patents and Patent Law; and much more! Click here to download.

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