I am currently involved in all of the training I mentioned in my earlier post, and it is taking a lot of my time in the very early am and late pm.
The reason I am doing this is because I have a territory that the database is All IT people.
What I have discovered in calling on these types of people and departments is that 1: They are way overworked and understaffed 2: Because of reason 1 and the fact that IT types are not generally "people" person it is very difficult to get face time with them.
It also seems that all of Corp America is pulling in IT to help them make choices on "copier" vendors, or they are given that responsability altogether. This makes them an important target in every account we call on, and if we don't do something to be very different we will pay a heavy price. I have spoken to a great many IT people and told them what I was going to do, and why. They all agree that the certification in these diciplines won;t get me the order, but they will get me opportunities.