Tag: MSP Sales

lead scoring
Sales Prospecting: Lead Scoring for MSPs

Sales Prospecting: Lead Scoring for MSPs

Many MSP business owners are still the primary business developers, deal closers, and technical support leads for their growing companies. As the MSP grows, the owner gets pulled in a dozen different directions. I like to describe this as having...

/ February 21, 2018 / 1 Comment
MSP referrals
Brad Stoller: Beyond referrals – Building a powerful MSP pipeline

Brad Stoller: Beyond referrals – Building a powerful MSP pipeline

In any B2B context, the temptation to rely on referrals for growth is substantial. Referrals can be lucrative, and the nature of a referral means that the sales process itself is relatively easy. The prospect comes to you with a...

/ February 12, 2018
Robin Robins: How to know with absolute certainty what customers want and will buy

Robin Robins: How to know with absolute certainty what customers want and will buy

Are you having trouble figuring out what additional services your customers want? What offers will get the best response? What you need to be able to do or say to get welcomed in to talk instead of being blocked, screened,...

/ January 24, 2018 / 2 Comments
customer loyalty
Customer loyalty to cloud and IT service providers is not all that high

Customer loyalty to cloud and IT service providers is not all that high

It turns out that in terms of brand loyalty IT professionals are least loyal to cloud service providers (CSPs) and IT outsourcing/consulting partners. A survey of 535 IT professionals conducted by Spiceworks finds more than 70 percent of IT buyers are...

/ January 16, 2018
MSP sales leads
Robin Robins: The simplest way to close 2 to 3 times as many leads as you are now

Robin Robins: The simplest way to close 2 to 3 times as many leads as you are now

One of the biggest LOSSES in business is the grossly inadequate follow-up on opportunities and prospects. Based on a number of sales research reports, it’s estimated that 80 percent to 90 percent of all sales leads never get followed up...

/ December 13, 2017
Lead generation
Robin Robins: What a casket sales company can teach you about lead generation

Robin Robins: What a casket sales company can teach you about lead generation

Here’s a product you don’t see advertised very often: caskets. So when I saw a company advertising them one morning on national TV, it caught my attention. Unfortunately, I missed the company name — however, the biggest, most glaring FAIL...

/ July 19, 2017
discovery
Ask an MSP Expert: What discovery questions should I ask to gain interest?

Ask an MSP Expert: What discovery questions should I ask to gain interest?

Q: Our sales team is struggling to hit their numbers. We recently established a marketing team at my MSP, and they’re bringing in a ton of new leads. The problem is that we don’t see these leads converting into sales....

/ June 5, 2017
msp lead generation
Angela Leavitt: Why is MSP lead generation so hard?

Angela Leavitt: Why is MSP lead generation so hard?

I was just on the phone this morning with an MSP who was telling me all about “the good old days.” He said that back when he started his company in 1995, lead generation was easy. He was first to...

/ May 23, 2017