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 [...]
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 [...]
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,” [...]
There is a problem in the MSP industry today. When business owners say marketing, they expect people to be beating down their doors begging for them to present a quote. That’s just not reality. Our prospects want to search for an MSP about as much as they want to have to find a plumber because [...]
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. [...]
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 [...]
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 [...]
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 [...]
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 [...]
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: [...]
