:: SMB Summit 2008 :: Position Yourself to Stay Out Front! ::

The book sellers area will be located in the Boardroom Foyer. The hours will be the second half of Lunch on each of the 4 days.

	“Peer Power: Powerful Ideas from Partners to Peers” This book edited by Arlin Sorensen of Heartland Tech Groups is a collection of proven best practices and great ideas from SMB Solution Providers in North America. You will learn the latest ideas on managing people, increasing sales, improving operations and developing new services. The accompanying CD includes samples and templates designed to help you implement the ideas quickly. The collection of ideas comes from individual members of Heartland Tech Groups (HTG), a leading SMB peer group organization led by the management team of Heartland Technology Solutions. There are 25 different chapters on a variety of topics that impact your company. Everything from sales to technical, HR to finance are included. This book is written by people in the trenches and designed to be information you can put to work immediately in your business. It is chock full of great ideas and best practices that will help take your company to the next level.
	“A Guide to SELLING Managed Services Faster, Easier, & for Greater Profit” by Matt Makowicz Want to be more successful at selling service contracts and managed services? A Guide to SELLING Managed Services Faster, Easier, & for Greater Profit explores all aspects of a managed services business as it relates to sales. Sections include: The Business; The Offerings; The Sale; and The Contract. It outlines the steps to a successful sale, how to handle objections, how to present offerings, the contract, and your company. Whether selling managed services is brand new, or something done for a while, this guide will help make the process faster, easier, more profitable, and fun! Also available: “An ENHANCED Guide to SELLING Managed Services AUDIO Book” by Matt Makowicz More than just a reading of the book, this enhanced version is over 9 hours of Matt Makowicz expanding upon points with examples, stories and experiences. Preloaded on a 1 GB MP3 player, this is the go anywhere guide for those who “don’t have time to read the book” or want a more in depth knowledge base on selling managed services.
	The Guide to a Successful Managed Services Practice – What Every SMB IT Service Provider Should Know…. The "Guide to a Successful Managed Services Practice" applies some of the most innovative and highly effective Managed Services techniques ever developed, and proven to increase long-term predictable revenue, thereby increasing an IT Organization's value. Leverage MSP University’s successful Managed Services concepts: - 3 "Killer" Managed Services deliverables - A Unique Managed Services Sales Process so successful that Clients can't resist signing your Agreements - Pricing your Managed Services deliverables for Maximum Profit - What to do after your Client is sold - Advanced Annuity-Based revenue philosophies. The "Guide to a Successful Managed Services Practice" includes everything you'll need to: Transition to a successful, Annuity-Based Managed Services model and Evaluate your existing Clients and calculate what they'll be worth on a Monthly and Yearly basis when converted to Managed Services - Successfully market and sell Managed Services to new Clients - Increase your organization's overall value by transitioning to an Annuity-based Service Delivery model. Includes nearly 30 Managed Services Business, Technical, Sales and Marketing Tools, Forms and Collateral on downloadable CD-ROM! Bonus: 4 Business-Winning PowerPoint Presentations! *Extra Special Bonus: Recorded Managed Services Webcast Included!
	The Best I.T. Sales & Marketing Book EVER! "The Best I.T. Sales & Marketing BOOK EVER!" focuses squarely on one of the most challenging aspects of running a successful I.T. practice - growing through effective sales and marketing. At nearly 500 pages, "The Best I.T. Sales & Marketing BOOK EVER!" reveals how to successfully sell and market I.T. solutions and become a Trusted Advisor to your clients. Drawing upon MSP University's experience in helping Partners across the country transition to an annuity-based, proactive Managed Service delivery model, each phase of the I.T. Sales and Marketing process is addressed. Broken down into logical sections, this book helps you choose your target market, determine your service offerings and develop your marketing message, as well as the methods by which to successfully deliver it. Follow-on chapters address hiring the right sales staff, as well as training, incenting and managing them for success. Additional topics covered include appointment setting and conducting the first, second and third client sales appointments - all the way through closing the deal with the decision-maker. The downloadable CD ROM contains over 50 newly designed marketing collateral, case study and white paper templates, as well as a complete 17-page business-winning I.T. Solutions and Managed Services website design worth $5,000. Chock full of additional new tools and collateral, the material included on the downloadable CD ROM greatly enhances the value of "The Best I.T. Sales & Marketing BOOK EVER!", and insures that this unique publication lives up to its name.
	The SAN Primer for SMB By Karl W. Palachuk and Harry Brelsford Case Studies of SAN Projects and an SMB Consultant finding success selling SANs. Integrating SANs with Small Business Server 2003 FAQs Galore Great Glossary This “Primer” is intended for anyone who wants a quick education in Storage Area Networks. While it is primarily geared to the SMB (Small and Medium Business) market space, it should be very useful to anyone who needs to come up to speed on SAN technology. It is particularly helpful to consultants, end-users, and others who have a strong understanding of server and network technologies, but who want to get a quick education on SANs. As a result, even enterprise technicians who are getting their first introduction to SAN technology will find it very useful. So, no matter what level you’re at, this Primer is intended to give you a very straight-forward, hands-on introduction to SAN technology.
	Relax Focus Succeed by Karl W. Palachuk The premise of this book is simple but powerful: The fundamental keys to success are focus, hard work, and balance. Too often, the advice we receive gives plenty of attention to focus and hard work, but very little to balance. This great little book will help you believe that you need balance, show you the power of focus, and help you move forward with the new you -- a happier, healthier, better balanced, and more successful you.
	Goal Setting for the IT Professional Goal setting, how many times do you hear how important goal setting is to your success in business, life, spiritual and anything you can think of. Well, you know what, it is true! Why do so many people preach about the importance of goal setting, promise making, intensions or whatever you want to call it? Easy answer, because many of us still today don’t do it, or we do a poor job or we put in half the effort and wonder why we are still stuck in our non-satisfying jobs, with business partners we don’t like, with clients that frustrate us, with employees that just don’t care or anything else that you can think of why we are stuck. Goal setting is just the start of launching YOU as a person to the next level in your business, your life maybe your church, your hockey team, your peer group and the list continues forever. When you master the art of goal setting, you will then be primed to master goal achievement.
	Do You Have IT? Are you spinning your wheels in your Small Business IT Business? Are you just starting out and need somewhere to turn? Stuart Crawford is a leading Microsoft Partner and Small Business Specialist. He shares his expertise in this latest book. Stuart also shares some of his tip and tricks to winning market share in the Small Business market, manage your life, win back your life, things not to do plus many more topics to help you with your small business IT business.