Too few managed service providers see the possibilities in becoming the "go-to" expert for a specific market or vertical with their services. Literally, about one-third of MSPs target specific verticals. The rest? They take a shotgun approach to business development, likely managing to operate without any type of sales funnel. Committing a portion of your managed services [...]
We've been spending so much time over the past months working within the scope of LinkedIn for the user that I wanted to make sure I pushed out some content regarding the whole over element of the powerful platform which is it's really robust stack of business services. While this includes so much more than [...]
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 [...]
How hard is your personal LinkedIn profile working for you? Does it keep your phone ringing off the hook? Are prospects trying to bust down your door to do business with you? No? ...then you're doing it all wrong. You sell managed services and need as many tools in your selling toolbox as possible. Whether [...]
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 [...]
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 [...]
