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25 06, 2019

Don’t let your Prospects put you in the “Friend Zone”

By |2019-06-25T16:28:33-07:00June 25th, 2019|Sales|0 Comments

This month we’re talking about Sales Enablement, but I’d like to change gears and bring up a different subject, so here goes. This has happened to me more times than I’d like to admit. I’d meet someone new and we’d seem to click. Our talk would quickly escalate to more intimate levels. We’d share our [...]

19 06, 2019

Bridging the Gap between Sales & Marketing = Sales Enablement

By |2019-06-19T09:01:55-07:00June 19th, 2019|Marketing, Sales|0 Comments

The MSP market is always changing. Our business model is still very new, so it’s not surprising that, the more the market grows, the more we have to change. With MSPs popping up everywhere, the competition is fierce, prospects have many more options, and the ability to close a deal is much tougher. The term [...]

13 06, 2019

If You Built it, They Won’t Come

By |2019-06-13T16:35:18-07:00June 13th, 2019|Marketing, Sales|0 Comments

One of my favorite movies is Field of Dreams. If you’ve seen the movie you’ll recall the famous line, “If you build it, they will come.” Apparently, this works to bring baseball players to a cornfield in Iowa. Unfortunately, the same approach doesn’t work for marketing efforts. Many MSPs think, “I’ll just build a website,” [...]

30 05, 2019

What do I do if the Owner doesn’t Show?

By |2019-05-30T17:05:25-07:00May 30th, 2019|Sales|0 Comments

You’ve gone through all the effort to conduct a strong Discovery, create your full presentation, price out the right offering, and prepare all of your Visios. Now, you’ve just arrived at the client site only to hear, “Oh, the owner isn’t in right now. I’m his right-hand man and can take the appointment for him. [...]

23 05, 2019

Will this deal close?

By |2019-05-23T16:03:51-07:00May 23rd, 2019|Sales|0 Comments

Does this scenario sound familiar? You’ve gone in, nailed your presentation, and the prospect says, “Let me think about it and talk with my team.” You set up an appointment for the next week. That appointment gets cancelled, and then you’re in perennial follow-up mode. Sometimes this lasts a couple of weeks, sometimes a couple [...]

16 05, 2019

When to Fire Your Salesperson

By |2019-05-16T10:57:47-07:00May 16th, 2019|Sales|0 Comments

Sometimes, even though you’ve gone through the correct hiring process, and you’ve put them on a proven 45-day road map, a salesperson will still fail. When do you know that it’s time to let that salesperson go? Early Failures The first month of employment, or so, is an employee’s honeymoon period. They will never dress [...]

9 05, 2019

Training Your Sales Hire: Should They Stay or Should They Go?

By |2019-05-09T14:42:00-07:00May 9th, 2019|Sales|0 Comments

You’ve taken the necessary steps to effectively hire a salesperson. Now, that they’re onboard; you just have them shadow you on a few of your sales calls, then let them take a stab at it, right? Wrong! This is about the worst way to train a salesperson because it forces them into months of being [...]

2 05, 2019

Hiring a Sales Superstar: When to Hire

By |2019-05-02T16:09:11-07:00May 2nd, 2019|HR, Sales|0 Comments

Hiring a sales superstar can be a challenge; but once you find one with drive, determination, and a trainable attitude, success is around the corner. Before you start down this road though, you have to decide if it’s the right time to hire. Sales Assessment First, take a good long look at whoever is responsible [...]

25 04, 2019

Rediscover Your Discovery

By |2019-04-25T09:46:50-07:00April 25th, 2019|Sales|0 Comments

In the MSP business, there are defined roles for Salespeople and for Technicians. These two paths usually don’t intersect during the day-to-day business functions, but they do join forces when there is a Discovery to perform.  This is a time when Sales and the Technical sides of the company work at achieving the same goal: [...]