Selling anything can be challenging. It takes a skilled salesperson to ask the right questions and discover pain points that can lead to a close. For many, this is something they have practiced until it becomes second nature. But for those just getting started in sales, or techs who are assisting in this process, there [...]
Sales can be a tricky thing if you don’t know what you’re doing. You could be wasting time and money and not actually closing any deals. Many salespeople have drastically different ideas of what the ideal sales process is and how to achieve a close. However, below are some of the myths salespeople learn early [...]
One of the largest challenges for salespeople is selling technology. It’s intangible, certainly not sexy, and complex. Salespeople have an idea of the products they’re selling, but oftentimes they don’t know some of the nitty-gritty details a tech would know. On that same level, a tech can breeze through a Discovery because they’re highly skilled with technology; but they probably [...]
For any company transitioning to managed services, keeping your identity can be worrisome. Whether you are currently Break-Fix or managed print services, your business has been around long enough to have a reputation. Ideally, that comes along with credibility and longtime customers. So re-branding or adding services can undermine everything you’ve built in your business. [...]
Transitioning from Break-fix to an MSP can be a daunting task, but it’s worth it for businesses that are ready to generate recurring revenue, rather than waiting for an individual’s computer to break. Most Break-fix businesses have the technical skills, but they are lacking knowledge in sales, marketing, and operations. Realistically, an MSP provides an [...]
by Sam Ghahremanpour Broadvoice CEO Jim Murphy and I have worked together a long time. Prior to Broadvoice, we both were involved with a consumer electronics accessories company. The business was extremely commoditized and challenging, but we overcame it by developing meaningful relationships with distributors and fully committing ourselves to their success. Our approach led [...]
After a year of addressing the pain points that most MSPs have, from upselling difficulties to a lack of marketing manpower, Goal Assist™ was created as an expansion of our White Glove Support and includes hands-on assistance with our Partners’ direct sales interactions and focuses on helping position them as subject matter experts on dark [...]
No one industry has done more harm to our business than Hollywood. Movies about cybercriminals are entertaining, but hackers are usually portrayed as digital hitmen – get in, get data, get out. This has created the perception for a majority of people, and thus a majority of companies, that a data breach is an event [...]
The last few years have been big for managed print services. Businesses in this industry felt the pinch and began crossing over into the managed services world. It’s been challenging for many to adopt many of the value-added items that members look for because this change brings MPS’ a lot more responsibility. 2019 will bring [...]
Networking events are important for business owners and salespeople alike. It gives you an opportunity to mingle alongside other community leaders and learn more about local business as well as showing yours off. There are a few best practices when it comes to networking. There are also a few rules of thumb when it comes [...]
