MSP salespeople will meet with skeptical prospects at some point—and for some, it may be a daily occurrence. Given the choice, no one wants to buy managed services, and everyone in the room at a sales presentation knows that the salesperson has a vested interest in clinching the deal. Overcoming stereotypes is just one [...]
With the increasing importance of the internet in every aspect of modern lives, it has never been more imperative for MSPs to have a written security policy to be used for all clients. But simply having a policy isn't enough; it needs to be effective for your client's MSP security plan. This policy helps [...]
We all know how difficult it is to offer intangible services in the MSP sales industry which is why adding HaaS helps. The MSP Salespeople, unlike most other sales jobs, cannot show prospects a new sofa to sit on, a new home to move into, or a gleaming new car to test drive. That is [...]
Getting your foot in the door is one of the biggest challenges when campaign marketing for MSP. When most businesses see a Managed Service Provider knocking on their door, they run and hide! One approach to getting new clients to notice you is by launching regular campaigns to generate interest in your offerings. At CharTec, [...]
Your discovery is the most important step in the sales process. While it’s true that all the different parts of the sales process need to come together for success, you won’t get off the ground without a solid approach to discovery. However, even if you've already nailed this aspect, you may struggle to adapt to [...]
There’s an art to the MSP discovery sales process. You need to use the right approach. Talk to the right people and ask the right questions. For many MSP salespeople, it's the last part of this equation that can prove the trickiest – yet getting it wrong can completely derail your chances of clinching [...]
Few things are more frustrating in MSP sales than when a client who seemed like a sure bet ends up walking away. All too often, it happens because you’ve made a mistake during the sales process. You rarely get a second chance with a client. But before you give up, here are four ways [...]
In recent years, video has transitioned from being a nice extra feature you could add to your marketing plan to get your name and services out to the public. While many MSPs have been reluctant to embrace video, it is becoming increasingly clear that video marketing is here to stay, and you need to master [...]
Some new sales hires may look great on paper and nail their interview, but once they're out representing your MSP, they falter. Using effective interviewing strategies can go a long way toward improving your chances of making good choices, but even the most experienced sales managers sometimes make the wrong hiring choice. When that happens, [...]
Managing Sales Teams Managing salespeople can be extremely challenging, even when you have a great team behind you. It's even more complicated when you juggle sales leadership with other responsibilities. Some people who own MSPs often try to run their businesses and keep an eye on service and delivery at the same time. This means [...]
