Carrie Simpson: Using events to create better prospecting results
Telephone prospecting is an effective way to generate new sales leads. For an average prospector, one out of every 200 calls results in an appointment, and for most average companies, one out of every three appointments leads to a new...
Carrie Simpson: How to use WannaCry to sell your MSP Services
Aren’t you tired of seeing every second post on LinkedIn being about how none of so-and-so’s clients got hit with WannaCry ransomware and how so-and-so can help protect from it? Are you bored of reading about it by now? I...
How to conquer call reluctance as an MSP
One of the biggest issues when you or someone in your company is planning to start cold calling for the first time is call reluctance. If you’d rather be doing anything but dialing the phone, changing how you view the...
How to use data-driven sales prospecting to get better results
Many MSPs abandon telemarketing early on in their growth when they get frustrated with the lack of immediate results. But there is no magic bullet. All marketing processes and strategies need time to work, and telemarketing is no exception. You need...
Carrie Simpson: Obstacles MSPs need to overcome for a successful 2017
Welcome, 2017! But before we get too far into the new year, let’s talk about 2016. How did it go? Did you achieve the growth you were hoping for? If not, I challenge you to consider the following: “If you...
Objection-handling tips: Keep the sales conversation going
Once in a while when cold calling for your MSP, you’re likely to encounter what we describe as the managed services perfect storm: a company with at least 20 computers (but less than 50), who is unhappy with their current...
4 ways to hire an effective in-house telemarketer for your MSP
Hiring a great telemarketer isn’t easy. While their salaries may not be the costliest part of your payroll, the opportunity cost that comes along with making a poor hire is very high. Think of sales prospecting like an opportunity bank...
5 Sales tips for brand-new MSPs
Every day I get calls from brand-new MSPs asking how much our services cost. I send them away with some advice and this painful truth: You can’t job out your sales prospecting until you’ve become successful at sales prospecting! It’s...
3 Things to consider before hiring a telemarketer for your MSP
Many managed service companies choose to hire in-house instead of outsourcing their sales appointment setting. There are pros and cons, and I’m going to share with you some things you should consider before you make your choice.
How to get through to those prospects you’re ready to give up on
One time I lost my car keys when we were camping. I spent two hours looking for those keys, tracing my steps, looking in the grass, looking in the bathroom, looking at the playground. Then I gave up and called...
