Using the “no” as an opportunity, not a dead end, during sales
The first real sales training I received was when I was working for Tony Robbins as a rep selling his Personal Power and Power to Influence courses. It was a great experience, to say the least. Tony taught his reps...
Resolve to stop doing these things that hurt sales
It’s never too late to better yourself. Maybe you’re sticking to your resolution, maybe you’re not. But it’s not too late to start over… or start something new! Everyone wants to know what they should DO to be successful in...
Does your 2020 business plan include these critical details?
The CORE of what I teach is summed up in a favorite quote from my long-term mentor Nido Qubein: “Who your customer is today is a piece of data; who your customer should be is a piece of strategy.” Yet,...
Are you overlooking the most valuable marketing asset in your organization?
Harken unto me, as I reveal THE secret shared by highly successful entrepreneurs, sales professionals, and marketers that is completely missed by the masses. This is the difference between businesses that enjoy above-average results and the mediocre majority. What is...
Is “normal” behavior holding you and your business back from success?
This shocking statement just came in from the US National Library of Medicine regarding diets: “They all work…when you stick to them.” Back when I was teaching fitness classes, the most common question I would get was “What is the...
Getting the highest return on your marketing dollars
As we move speedily into the fourth quarter of the year, it’s time to look toward the year ahead and start planning our goals, and more importantly, how we’re going to achieve them. A recent consultation with a client for...
Are you missing new clients due to errors on your website?
According to an article on SiteImprove, 131 of 135 websites analyzed (97 percent) had broken links and errors on their web page. The websites they focused on were all Fortune 1000 companies, who have the resources (money and staff) to...
Is outsourcing your marketing a good idea?
I recently saw a website selling marketing services to MSPs that offered to “send out blurbs several times a week” via your company’s social media pages. Another offered to do “e-mail blasts” to your list. It got me thinking… is...
The three things MSP buyers are looking for that are not “low price”
At Boot Camp, I shared the research I’d compiled on what clients want from their IT provider. This research was based on examining the responses to a testimonial request e-mail we have our MSP clients send to their best clients....
6 sales mistakes MSPs consistently make
“Have you ever heard the phrase life is hard, but it’s harder when you’re stupid?” One of my favorite talk show personalities, Bill Handle, asks listeners this often. In my early days of selling, I earned the highest degree in...