What competitor websites tell you about service gaps in the market
Here is something I have noticed after years of helping MSPs build outbound sales programs: most of them think they know their competitors. They really don’t. What they have is a collection of impressions: Some gossip from a disgruntled sales...
What Your MSP competitors reveal (and how to sell against it)
Most MSPs doing competitive research are looking at the wrong things. Follower counts. Engagement rates. Whether a competitor posted three times last week or once. Some of this is useful information – an up-to-date, active social media presence can immediately...
The AI opportunity in account management for MSPs
MSPs have already survived one identity crisis. The shift from break-fix to recurring services was not a gentle transition for most people. It required changing how you priced, staffed, sold, and thought about your relationship with clients. Innovators and early...
Maintaining your brand promise as your MSP grows
There is one fact in the managed services space that can’t be ignored: everyone has I.T. support. Those who already understand and value managed I.T. services are already buying it. Your whole sales process is now built around displacing competitors....
Webinar ideas for busy MSPs
Now that events are online for the foreseeable future, it is time to rethink your marketing strategy. With no BNI groups, no cocktail parties, no golf tournaments, and no events to sponsor, how are you going to keep top of...
Managing by the numbers: 3 KPIs for your MSP sales process
Are you trying to decide whether or not you would like to engage with a sales and marketing vendor? Are you considering hiring a telemarketer, hiring a social media manager or hiring a sales rep? Maybe you are trying to...
Three tips for prospecting for your MSP post-pandemic
Before COVID-19, managed services prospecting was challenging for MSP business owners. Selling in a displacement market (a market in which, real or perceived, your potential buyer already has a solution, and you’d like to replace it, or “displace” their current...
Interviewing remote sales development agents for your MSP
Interviewing is a wildly subjective activity for most small businesses. We are all wired for our own bias, preferences and weird hang-ups. There is no one perfect way to interview, but there are a lot of ways to get yourself...
Recruiting remote sales agents
Recruiting sales development agents is challenging to begin with. Nobody ever dreamed of becoming a telemarketer when they were a child. With unemployment in February 2020 at 4 percent, agent recruitment was bang-your-head-against-a-wall frustrating. With unemployment at 30 percent, people...
Managing a remote workforce
As the country moves in to lockdown in more states, there are more people than ever working remotely. There are enough posts online with helpful advice for those transitioning into remote workspaces for the first time. What about those of...
