One of the most common questions we get from new CharTec members is “How the heck do I convert all of these break-fix clients to full-blown managed services clients?” You may have asked yourself this same question in the past, or you might even be asking yourself this same question now. Our answer to this [...]
Many business owners make the mistake of bundling sales and marketing into the same category, and there are several problems with that. Sales and marketing are two very different departments within a business, with two very different mindsets, and two very different goals. Marketing’s job is to generate and warm up leads, who then get [...]
Here at CharTec, we’ve been around the block a couple of times. We help managed service providers (MSPs) every single day with sales, marketing, operations, finance, and cultural challenges, plus a lot more. So, we know that one of the biggest hurdles MSPs regularly face - is the sales process. What if we told you [...]
Most of us have been there. You're in front of a prospect and likely in the presentation phase of the sales process when you need to make a substantial point that would likely illustrate their need for your services but instead of backing your point with examples and facts, you throw out a filler phrase [...]
There's been a lot of buzz in and around my office regarding local prospecting techniques and our members are desperate to learn better, more strategic ways of filling their sales funnel. Furthermore, nurturing those leads until the prospect is ready to make a purchase. Building a sales funnel is challenging... especially if you're not the [...]
Over the past quarter, we've been blogging quite a bit about Sales & Marketing for the Managed Service Provider and have been met with so much enthusiasm that we thought we'd run the most popular articles all in one blog post. If you haven't already checked out the links below, now's your chance to catch [...]
If you’re in the sales role for your MSP or IT Company, you’re giving presentations to prospects. And, while practice makes perfect, nothing compares to actually being in front of decision makers and delivering. We hope that this checklist will help: Dress to impress. When you’re going in, you don’t want anything distracting your decision [...]
You’re considering adding Managed Services to your existing offering, capitalizing on managed recurring revenue in a market that plays well with your existing core competencies. Before you jump into Managed Services, make sure you have these ten elements lined up: Your Audience: Are you planning to offer Managed Services to your existing base or are [...]
Here at CharTec, selling successfully has been one of our most positive attributes. We took years and years of selling managed services and examined the process from top to bottom, realizing it’s a very unique service and can’t be sold like any other product. And for those of you in the managed service business, you [...]
So, you think you can sell managed services? You’ve worked in the IT industry for X number of years and during that time, you probably think that you’ve seen it all. You’re confident in the knowledge of your products and how to make even the most stubborn of prospects see their value as well. Let me guess, your [...]
