Category: Sales & Marketing
The tale of two MSP realities
Over the years, you have heard me talk about the tale of two MSP realities. In one reality, sales and marketing is hard, prospects refuse to pay higher prices, and the market determines your ability to succeed. In the other...
Marketing engines for MSPs
As someone who has been working with MSPs and other tech-related organizations on their marketing needs for many years, I’m always struck by the number of people who say that they’re still finding the majority of their clients “the old...
Salesforce business packs could help MSP clients
As a managed service provider, your job has probably gotten more complex in recent months as companies have had to change the way they work in response to the pandemic. That might involve moving employees from an office to home....
How important is SEO for MSPs in 2020?
In my discussions with MSP business leaders, I often hear that SEO is just too difficult of a lead generation tactic to make it worth the investment. MSP owners and sales leaders insist that there are too many competitors going...
Sell or wallow: Which sales path will you choose?
You have heard me talk about the importance of MSPs adding new monthly recurring revenue (MRR) for more than a decade. Adding customers at the right price is key to becoming a World Class MSP. This strategy is more important...
Selling in tough times
The job of the tech salesperson has suddenly become a lot harder, despite a great run of healthy demand and innovation in the recent past. Life’s been pretty good for the past few years. The Brookings Institute reported in 2019...
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...
Polish your promise, win more customers
Not too long ago, I had the pleasure of visiting a mentor for an exciting, insightful, and intensive two-day workshop about my business. I’ve always made it a priority to do occasionally, because I think it’s really important to take...
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...
How does your MSP marketing stack up against these four questions?
I pay close attention to the marketing promotions I receive. I’ve been at this for a long time now, so it’s habit to critique the things I see. Sometimes, it’s brilliant. Other times, I am left scratching my head as...