NEWS
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Press Release; November 24, 2015: Philadelphia, PA.

MPS: Managed Print Services Second Edition; the New Book by Tab Edwards Now Available

Water Group Consultant and business process expert Tab Edwards releases the Second Edition of his bestselling book "MPS: Managed Print Services."

"It's been about 7 years since I wrote the first edition of the book 'MPS: Managed Print Services,' and a lot has changed since then. So, I finally got around to updating it," says Tab Edwards.

The updated edition of the book remains largely intact, with some content removed, some updated, a new introduction, and three new chapters added: The Imaging & Output Value Spectrum; The Future of Managed Print Services; and a revamped chapter on The Managed Print Services Process.

According to Edwards, "I think people will gain more insight from this updated version, and will really appreciate the content on the future of Managed Print Services.

The first edition of the book has become the de facto guide for understanding all things Managed Print Services, from: what it is, to why it is important, to how to buy and sell the service. However, much has changed since the first edition of the book was released in 2010, and some of the earlier content of the book was by now obvious or old news. For instance, most people know the basics of what comprises "standard" MPS, so Edwards updated the relevant chapters with additional content that re-defines MPS as it is being considered in current times and as it is expected to be considered in the future.

Though some of the original content has been removed from this second edition, readers can rest assured that they are not being short-changed with this edition. "This update is long overdue," says Edwards, "Readers will be more than pleased with the additional revealing content, while still receiving the rich message that the first edition offered."

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Press Release; August 29, 2015: Philadelphia, PA.

Sales Training Seminar & Workshop to be Hosted by The Water Performance Academy September 29th in Philadelphia, PA.

The Water Performance Academy (an entity of The Water Group) will conduct a one-day sales effectiveness training workshop entitled "The Art of Movement" designed to help sellers of all experience levels (from beginner to expert-level) become better, more effective sellers leading to higher deal win rates.

This seminar/workshop has been designed to help sellers understand and execute professional selling motions, and learn why some sellers are more effective than others over the long term (based on 24 years of research, sales data, and analysis).

Everything Starts with a Sale
Every for-profit business must sell its wares to survive; and nothing starts until someone sells something. This requires that sellers are fundamentally effective at navigating the sales cycle and closing business. Those who are not, risk losing deals and hurting their company's ability to grow and thrive.

Being a better, more effective seller is a matter of "how" and not "if." In this program, we provide our experience and research, in addition to key insight into what makes sellers more effective, how you can become more effective (regardless of your sales experience level) and how to sustain the success over the long term.

In addition to having run Fortune 500 sales organizations, their facilitators also work directly with buyers in helping them make better purchase decisions. They bring this valuable insight to the program to help sellers understand what buyers expect from sellers and what turns them off.

The program will include The Art of Movement Workshop focusing on The Five Sales Forces.

(1) Mastery of the fundamentals;
(2) Building a financial business case;
(3) The ability to articulate and sell your (and your company’s) value;
(4) Establishing credibility; and
(5) Mollifying buyers' constrictive Buying Emotions.

The workshop will also include a competitive team-based sales simulation activity.

The workshop facilitators will include globally-recognized business expert Michael Maupin (author of the book “The Billion Dollar [Sales] Deal”) and sales & strategy expert Tab Edwards, the best-selling author of “The Art of Movement,” “Lessons of the Navel Orange,” and “Management By Initiatives.”

An early enrollment discount applies. More information and registration can be found at www.water215.com/events.htm

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Press Release; August 30, 2015: Philadelphia, PA.

The Water Performance Academy will Host a Managed Print Services (MPS) for Solution Providers and Sellers Seminar & Workshop; Tuesday October 13th

This seminar and workshop will help you strengthen and sell Your MPS Program by adapting to the market shift for MPS and ensuring that your solutions and sales force are enabled to meet the changing customer demands and expectations.

It is recommended for MPS solution providers (including the Channel), MPS sales teams, and MPS consultants who have a vested interest in becoming or remaining a viable, competitive MPS solution & service provider.

TODAY'S CHANGING MPS ENVIRONMENT
Managed Print Services as a solution is at an inflection point where the demands of buyers, advancements in technology, and the demographic shift in the workforce are forcing MPS solution providers to adapt not only their offerings, but also the sales force to remain viable in the face of these shifts toward Managed Imaging & Output Services (MIOS), and Managed Content Services (MCS).
While cost reduction remains the primary driver of MPS demand, emerging shifts influencing demand include:

* The necessity of a plan to guide actions, investments, and decisions
* Remote workforce requiring secure content flow
* Younger workforce necessitating digital infrastructures
* Cloud computing and mobility driving digital retrieval & output anywhere
* Workplace business complexity requiring expert guidance
* Legislation and security concerns dictating digital content solutions
* Technological advancements expanding solution options
* Clients requiring a higher level of seller acumen

This seminar & workshop is designed to help solution providers strengthen your offering to be more competitive, and to help prepare sales & support professionals to effectively support your prospects/clients toward improving sales performance and MPS deal closure rates.

The program facilitators work directly with buyers in helping them make better Imaging & Output/MPS purchase decisions. We bring this valuable insight to the program to help participants understand what buyers expect from solution providers, what turns buyers off, and why they award deals to one vendor vs. another.

The lead facilitators for this session are published authors who have written extensively on the topics of MPS, Imaging & Output, The DISC (Document-related Information Supply Chain--a term we coined), and sales & selling. Our book titles include: “The Billion Dollar Deal” (based on business expert Michael Maupin's experience of winning a $1.2 Billion services sales deal); “Managed Print Services” and “MPS For Buyers” (by the world's #1 best-selling author on MPS, Tab Edwards).

An early enrollment discount applies. More information and registration can be found at www.water215.com/events.htm

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Press Release; August 30, 2015: Philadelphia, PA.

The Water Performance Academy Will Host a Seminar and Workshop on Selling Managed Print Services; Wednesday, October 14th, 2015 in Philadelphia, PA.

Best Practices for Sales Reps, Specialists, Solution Architects, and Business Process Consultants as you Pursue the Sale of Managed Print Services (MPS), Managed Imaging & Output Services (MIOS), and Managed Content Services (MCS) Deals

A SHIFT IN MANAGED PRINT SERVICES
The Water Group engages with MPS buyers globally, and the consistent feedback we receive is that they expect more from prospective MPS solution providers than simply telling them how they will manage printers, supply toner on-demand, and fix stuff when it breaks; every one-person shop on the corner now does that. Buyers want a full service offering.

An early enrollment discount applies. More information and registration can be found at www.water215.com/events.htm

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Press Release; July 9, 2014: Philadelphia, PA.

Author and Noted Sales Thinker Tab Edwards Has Released a New Book with The Water Training Institute on the Topic of Sales & Selling

Philadelphia, PA, July 09, 2014 --(PR.com)-- The Water Group, through its subsidiary The Water Training Institute, has released a new book by Bestseller author Tab Edwards, one of the nation's foremost contributors to the field of professional selling and the author of eight books. This latest project is titled "The Art of Movement: The Philosophy of Professional Selling and Why Some Sellers are More Effective than Others over the Long Term” (TMBE Media / The Water Training Institute).

“The Art of Movement” discusses the practice of selling on a higher logical plane than does the usual “this is how to become a great seller” fare that dominates the field today. According to Edwards, “Selling is not magic and it shouldn’t be made to appear overly-complicated. Fundamentally, selling is about first understanding and acknowledging that prospective buyers don’t like dealing with salespeople (borne of ‘buyer’s remorse’) and they are skeptical about making purchases. It is about the seller moving the buyer from this initial position toward a sense of openness and a willingness to take action; it is about this type of ‘movement’.”

Edwards argues that buyers—like anything else—“move” when a form of “force” is applied. Not “force” in the sense of a threat or demand, but “force” as in that which motivates or inspires one to move from an inert or position to activity based on the expectation of receiving something of valuable.

Most sellers are familiar with the fundamentals of selling, even if they have not mastered their use. However, even more sellers are unfamiliar with the philosophy of selling—why things happen the way they do; why some sellers are better than others; what is the nature of selling and what it means to “sell”? These topics and more are explored in the book, for the purpose of helping sellers understand what separates the great sellers from the merely good ones.

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Press Release; June 16, 2014: Philadelphia, PA.

Philadelphia-based business services consultancy, The Water Group LLC, has acquired the Intellectual Property rights of defunct consultancy The Sales & Marketing Consulting Company of Philadelphia (SMCC), including trademarks, designs, and copyrights.

According to Jon Reiser, a Principal with The Water Group, “SMCC did some innovative things in its time and designed some great processes that we have found to be valuable. In addition, several of the founding members of SMCC are part of The Water Group, so it seemed like a natural move on our part.”

SMCC was a Philadelphia-based boutique technology consulting firm founded by a group of ex-IBM professionals in August, 1993. Citing an inability to adequately staff and deliver engagements, the firm officially closed its doors in September, 1995, and many of its consultants and much of its I.P. were absorbed by Oxford Hill Consulting, which is now part of The Water Group.

“It has always been an interest of ours to bring back some of the SMCC I.P. in-house at Water,” said Reiser, “And now that Oxford Hill is back in the family, we believe the value of the design and copyright-protected materials will ultimately be more valuable to us than we even know today.”

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The Water Group is a Business Services Consulting (BSC) firm based in Philadelphia, Pennsylvania.

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Press Release; June 14, 2014: Philadelphia, PA.

The Water Group—a Philadelphia-based Business Services Consultancy—will be hosting its next CMPSS Managed Print Services sales training event October 7-9, 2014 in Philadelphia Pennsylvania. Registration is now open!

Now in its 5th year, the CMPSS (Certified Managed Print Services Seller) MPS sales training & certification program is regarded as the best in the industry, and has been described as "By far the BEST sales training of any kind my team has ever participated in! It was really GREAT and will help us moving forward.” [VP of MPS and Operations, Major Stationer]

The 2.5 day program has been designed to help MPS sellers, managers, and executives of all experience levels gain better insight into MPS and become exponentially more effective at selling and closing MPS deals. The highly-interactive, hands-on program is a mixture of lecture, team activity, competition, and real-world MPS deal simulation workshops designed to help participants become sales & thought leaders within their companies and industry.

Since its inception in 2008, we have trained more than 1,000 professionals on becoming more effective at selling MPS, and the experience levels of our class participants has ranged from “first day on the job as a salesperson” to” I’ve been selling MPS for 13 years.” In all cases, we have significantly helped the participants become better MPS practitioners.

Collectively, our team of professionals who designed and will deliver the seminar have sold nearly $1Billlion dollars in true MPS deals (total contract value) since 1998. In addition, we have created MPS programs & solutions for both global and SMB companies alike; we are truly MPS experts, and we bring this expertise as we deliver the training program and work with its participants to become more effective MPS sellers, solution architects, analysts, operations managers, program managers, and general MPS practitioners.

REGISTRATION is now open. To register, visit the website www.Water215.com to register. You can also download a datasheet and the full course outline from the site.

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The Water Training Institute is a subsidiary of The Water Group LLC, and has been providing sales training, coaching, development, and improvement support to professional sellers since 1987.


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(C) 2014 WATER GROUP.LLC

 

 

 

 

 

 

 

 

 

 

 

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