BTA, GAP Launch New E-learning Program for Sales Reps

The BTA Strategic Sales Semester teaches attendees the new skills necessary to engage in strategic sales

Kansas City, MO — In response to a recent survey regarding the association’s educational offerings, the Business Technology Association (BTA; and Growth Achievement Partners (GAP; have joined forces to offer the BTA Strategic Sales Semester ( Beginning Jan. 23, 2017, this new web-based educational offering, taught by Mitch Morgan and Chris Ryne of GAP, will walk attendees though the Strategic Methodology Framework (SMF) — a step-by-step sales process designed for the office technology industry that contemplates transactional and strategic sales.

This new program addresses the reality that selling in the office technology industry is shifting from transactional to strategic. Transactional sales are characterized by an equipment focus, selling a payment, replacement of the base and mid-level buyers. Strategic sales require probing for pain, aligning solutions to a prospect’s business goals, determining and getting to the right level in the organization, and justifying incremental spend. Determining which accounts and opportunities require a transactional approach and which require a strategic approach is a skill that is now required to be successful today and into the future. Do all of your sales reps have the skills necessary to excel in today’s market? If not, this program will teach them the skills they need.

The training program consists of 13 online sessions over a six-month period. The sessions, which will be 45 to 60 minutes in length and geared to specific parts of the sales process, include opportunities for polls and interactive Q&A. Each module includes skill-building exercises and field-based activities reps will be asked to complete. The first session will be a pre-workshop session with the dealership’s sales leaders that will educate them on the content, concepts and flow of the class.

The program will also include collaboration through Yammer, an enterprise social network; sales manager materials; monthly open-forum sessions; an initial assessment; ongoing evaluations; and an app that will allow participants to listen to training anytime, anywhere, and repeat sessions or establish a library for future use. GAP will also be available to do on-site classes when needed, whether to kick off the program or to get a deeper dive into strategic concepts and skill building.

Morgan, a partner at GAP, founded the Connectivity Dealer Program at NIA in 1991. After his business was acquired by IKON Office Solutions in 1996, he led its Technology Services division. In 2001, he formed the Professional Services division for IKON. Morgan has been consulting with CEOs on strategy, operations, organizational development and sales since 2005.

Ryne, also a partner at GAP, brings significant experience in driving growth and profitability, possessing a comprehensive understanding of the industry that includes traditional and emerging markets from both a sales and operations perspective. His tenure includes 10 years with IKON, where he built and led a successful professional services business unit from startup to a well-integrated team.

BTA member tuition for the BTA Strategic Sales Semester is $250 per session for up to 10 participants from each attending dealership. BTA members may apply their $150 educational discount received with their membership toward this workshop. If selected upon checkout, BTA will apply the discount to the cost of the 13th session or the full amount paid upfront. Non-member tuition is $680 for the first session and $250 for each of the remaining 12 sessions, and includes up to 10 participants and a one-year BTA dealer membership.

For more information or to register for the BTA Strategic Sales Semester, visit

Bonneville County Provides Users with a Powerful, Easy-to-Use SharePoint Capture Solution

The post BTA, GAP Launch New E-learning Program for Sales Reps appeared first on Industry Analysts, Inc..

Original Article

Previous How to use Scan and Send on Samsung’s Smart UX Center
Next Top 10 News articles of 2016

About author

You might also like

Industry News

The Warren Group Innovates in Corrugated Board and POP Signage with an EFI VUTEk LX3 Pro LED Printer

FREMONT, California — November 9, 2016 — Los Angeles-area business The Warren Group (TWG), a full-service company producing packaging, displays and point-of-purchase (POP) signage, has made another investment to stay on display graphics printing’s leading edge, purchasing an EFI™ VUTEk LX3 Pro hybrid roll/flatbed LED inkjet printer.
In only its seventh year of full digital production, Santa Fe Springs, California-based TWG has evolved into providing graphic and structural design and 3D engineering services to large manufacturers and brokers that specialize in packaging and in-store point-of-purchase (POP) displays. The recently installed 3.2-meter VUTEk printer will allow the company to take advantage of growing opportunities in corrugated packaging and permanent display production.
“The VUTEk is by far the highest quality machine that we have ever purchased and will help us capture more permanent display work,” said TWG President Jim Warren Watts, Jr. “Going forward our goal is to rem..

Industry News

Great Northern Corporation Bolsters Digital Offering with New HP PageWide T400S Press

Great Northern Corporation (GNC), one of the largest independent producers of corrugated packaging, folding cartons and in-store displays in the U.S., has purchased the HP PageWide T400S Press. GNC will leverage this new high-speed inkjet press to produce flexible run lengths tailored to meet customer needs, provide reduced inventories, offer variable graphics and versioning, and satisfy customer lead time requirements, all with enhanced speed-to-market.
Operating five plants across the Midwest, GNC has over 50 years of experience designing, developing and manufacturing corrugated packaging, point-of-purchase displays and folding cartons. The new HP PageWide T400S Press will be installed in the company’s StrataGraph location in Oshkosh, Wis., building on the company’s long history with digital dating back to their 2008 investment in HP Scitex equipment, along with last year’s addition of an HP Scitex 15500 Corrugated Press.
GNC chose the HP PageWide T400S Press specifically for the S..

Industry News

EFI and Konica Minolta Extend Partnership to Include Cloud-Based MIS Solutions

Expanded sales and marketing relationship designed to fuel growth for Konica Minolta customers FREMONT, California October 26, 2016 — Electronics For Imaging, Inc. (Nasdaq:EFII) has entered into an extended partnership arrangement with Konica Minolta Business Solutions U.S.A. for Konica Minolta to re-sell cloud-based EFI™ workflow packages to its broad base of customers. Konica Minolta currently re-sells EFI Fiery® digital front ends for Konica Minolta bizhub® digital printers and presses, along with EFI Digital StoreFront® web-to-print software and EFI Wide Format printers. With the new arrangement, Konica Minolta will help customers automate their business operations using one of three print workflow offerings featuring either EFI PrintSmith™ Vision MIS and Digital StoreFront software or EFI Pace™ MIS/ERP software.
The offerings – sold as the PrintSmith Bundle, Premium Pace Bundle and Enterprise Pace Bundle for Konica Minolta – give customers significant benefits with streamlined, i..