Category: Sales & Marketing

Robin Robins: A big, misunderstood secret to premium pricing in your IT business

Robin Robins: A big, misunderstood secret to premium pricing in your IT business

When you want to show how filthy rich and successful you are, details matter. That’s why you need to have gold-plated staples, sold in packs of 24 for $175. Or how about a Tiffany tennis-ball-canister … for $1,500? And if...

/ October 17, 2018
Inside sales 101: ‘What do you mean there’s no script?’

Inside sales 101: ‘What do you mean there’s no script?’

We field a lot of questions about inside sales. With regard to inside sales, the top question I get asked is the following one: “Do you have an inside sales script?” Unfortunately, no, I don’t. In fact, nobody in the...

/ October 15, 2018
Brad Stoller: Addressing unspoken obstacles in sales

Brad Stoller: Addressing unspoken obstacles in sales

After several years of meeting with MSP prospects, you will have likely begun to get a sixth sense for elements of the conversation that are left unsaid but are influencing how your prospect thinks about you and whether or not...

/ October 8, 2018
As an MSP, you can’t just be a marketer. You also need to be a storyteller

As an MSP, you can’t just be a marketer. You also need to be a storyteller

According to a recent study, in the 1970s people were exposed to roughly 500 different ads per day. That was when you took into account television ads, ads you would see reading the newspaper or magazines, and other things of...

/ October 3, 2018
Robin Robins: How to automatically increase sales by making it easier to buy

Robin Robins: How to automatically increase sales by making it easier to buy

One night in 1936, Sylvan Goldman, owner of the Humpty Dumpty supermarket chain in Oklahoma, sat in his office trying to figure out how to get customers to buy more groceries. Observing clients as they shopped, he noticed that many...

/ October 1, 2018
Carrie Simpson: MSP sales and marketing; a little process goes a long way

Carrie Simpson: MSP sales and marketing; a little process goes a long way

All too often, communication between sales and marketing fails — which can lead to missed opportunities. Then the debate begins, are the leads bad or is the rep unskilled? Maybe neither, maybe both. In either case, a defined process and...

/ September 24, 2018
Brad Stoller: 3 Sales insights from the world of chess

Brad Stoller: 3 Sales insights from the world of chess

From the outside, the mind of a grandmaster chess champion can seem superhuman. Playing against a seasoned chess player can feel like playing against a mind-reader. Your opponent across the table has an answer for every move you make, and...

/ September 19, 2018
Ask an MSP Expert: How can my MSP get the most value out of a tradeshow?

Ask an MSP Expert: How can my MSP get the most value out of a tradeshow?

Q: My business is a new managed service provider and we are looking to get our name out there and make some connections in the industry. We’ve heard that a way to do this might be to attend some tradeshows....

/ September 17, 2018
If you need to increase your MSP sales, look no further than Chris Rock

If you need to increase your MSP sales, look no further than Chris Rock

The other day, during a private consulting call with a client that I recently started working with, I was asked what I thought was, at first, a simple question. He wanted to know how he could better handle some of...

/ September 5, 2018 / 3 Comments
MSP sales
Brad Stoller: The Return on a Non-Close

Brad Stoller: The Return on a Non-Close

When we start our businesses or start our careers in MSP sales, we are told early on that just because a prospect says “no” today doesn’t mean they won’t become a prospect in the future. Yeah, yeah, but you need...

/ August 29, 2018