Welcome to the third article in a six piece series where we are viewing our 5 step sales process. In this article, we will take a look at the PROPOSAL step. In the last article, we talked about the PRESENTATION step. STEP 5: PROPOSAL It can be difficult to determine the price to propose for [...]
Welcome to the fourth article in a six piece series where we are reviewing our 5 step sales process. In this article, we will take a look at DISCOVERY step. In the last article, we, we examined the WARM UP step. STEP 3: DISCOVERY So, you’ve just spent the last half hour chatting up the [...]
Welcome to the third article in a six piece series where we are viewing our 5 step sales process. In this article, we will take a look at the WARM UP step. In the last article, we, talked about the RESEARCH step. STEP 2: WARM UP Picture this: You’re back in high school, sitting in that dreaded [...]
In the MSP Sales Process, the Presentation Step is the fifth of six steps analyzing our sales process. The purpose of this article is to discuss PRESENTATION Training for MSPs. This blog provides all the steps and the guide to breaking away from break-fix to MSP. The previous post discussed DISCOVERY. STEP 4: PRESENTATION It's time. [...]
Welcome to the second article in a six piece series reviewing our 5 Step Sales Process. STEP 1: RESEARCH Before you can sell properly, you must know a significant amount about your product or service. In the tech business especially, it’s easy to get lost in the ever changing landscape. With new and sometimes improved platforms or [...]
As comedian John Mulaney so aptly put it, “We spend half of our day convincing robots that we are not, in fact, robots.” Unfortunately, a lot of us in sales are doing a darn good job of imitating droids with our robotic “I think you’d really enjoy this new tool blah blah”emails. This isn’t to say [...]
Sales and marketing are two very different departments within a business, with two very different mindsets, and two very different goals. However, when these two teams work together and distribute what they know amongst each other, the business as a whole can grow into something more… something better… something bigger than it ever imagined. Here [...]
You use technology. via GIPHY Technology makes the world go round. However, the majority of salespeople like to think that they make the world go round… that their mere existence makes everything in the world right. But this… is far from the truth. A salesperson who tracks their calls, activities, opportunities, and leads with technology [...]
There are a thousand different ways to sell something. Some methods work just fine while many more don’t work at all. But even if you do practice a truly exceptional sales methodology, it still may not do you any good. You see, the art of selling incorporates a variety of tactics that rely on fluctuating [...]
It’s hard not to make assumptions about the sales industry. “Anyone can sell. You just have to talk a lot.” “The more aggressive salespeople are, the more likely it is people will buy.” “All salespeople really need to do is get on LinkedIn. Bam. Prospects everywhere.” But really. I mean, come on. Clearly, none of [...]
