Conference ilbbak::us_sales_service

205.0. "Selling SI Course... EXCELLENT!" by RCOCER::MICKOL (Digital Consultant II) Sat Jan 15 1994 22:15

I don't know if any of you out there have taken the Selling SI course, but it 
was WELL-RECEIVED here in Rochester, NY. I wrote this message because it came 
out during the course that Dave is not tied in with any Senior management 
intiatives and I believe he absolutely should be. If you are competing or 
partnering with EDS or Andersen, you NEED to talk to Dave.

Regards,

Jim

                  I N T E R O F F I C E   M E M O R A N D U M

                                        Date:     13-Jan-1994 02:20pm EST
                                        From:     JIM MICKOL @RCO
                                                  MICKOL.JIM
                                        Dept:     DIGITAL CONSULTING
                                        Tel No:   716-385-7106

TO: See Below

Subject: Dave Gorka's Message                                        

I have just attended the course titled, Selling SI: A Business Workshop
(EY-H138E), presented by Dave Gorka of U.S. Sales Training.

This course delivers a message that all of Digital's Sales, Support and 
Services employees need to hear! And soon. Dave provides a free-flowing 
atmosphere that mixes his in-depth knowledge of the Systems Integration 
Consulting marketplace and the techniques of our largest S.I. competitors with
the current opportunities of the participants. It is a session that hits
home with how Digital's current antiquated selling techniques are not going
to make it in the competitive business environment of the 90's. 

What Dave conveys is not "Rocket Science." I suggest that you invite Dave 
to your Senior Staff meeting to hear how valuable the message is that Dave 
is spreading within this company.

We need your support to get programs like this the most visibility in the 
shortest possible timeframe. Training is a priority within Digital and 
nothing, in my opinion, is more important right now than bringing the 
"technology" of our selling strategies and techniques up to par with our
product offerings.

Regards,

Jim Mickol
Senior Consultant
Xerox Account Team
Rochester, New York



Distribution:
 
Remote Addressee                     ( Gresham Brebach@mlo )
 
Remote Addressee                     ( Russ Gullotti@mko )
Remote Addressee                     ( Bob Palmer@mlo )
Remote Addressee                     ( Ed Lucente@mlo )
Remote Addressee                     ( dave gorka@alf )
GARY SCHOLLNICK @RCO                 ( SCHOLLNICK.GARY )
MIKE BROOMHEAD @RCO                  ( BROOMHEAD.MIKE )
RAY EDWARDS @RCO                     ( EDWARDS.RAY )
MARK PHILLIPS @RCO                   ( PHILLIPS.MARK )

I took Dave's course last year and agree.  It's excellent.

Bob