Category: Sales & Marketing
Ask an MSP Expert: How can I find someone who can succeed in sales?
Q: We’re looking to grow our sales team, but we can’t seem to find a candidate that makes the cut. What are some qualities we should be looking for in successful sales candidate? Finding the right fit for your team...
Gary Pica: How to pace sales calls
Sales calls don’t have to be daunting, especially when you and your peers are struggling with the same issues. As you know, I’m always checking in with MSPs about how they’re overcoming challenges related to sales calls, and what I’ve...
Why marketing your MSP is more proactive than you realize
If you had to make a list of the best professional athletes of all time, Wayne Gretzky would undoubtedly be right at the top. For those unfamiliar, he wasn’t just the most successful hockey player to ever live. He was one of...
Robin Robins: Declare independence from random acts of marketing
One of the biggest reasons people fail in marketing is that they never get beyond random, episodic campaigns to marketing assets built on SYSTEMS and PROCESS. The other day a marketing manager asked if we had any “summer” campaigns she...
Carrie Simpson: The Myth of the Outbound Stack
Many companies are now spending thousands per sales rep per month on complicated technology sales prospecting “stacks.” That’s fine, if that’s where you want to invest your sales and marketing spend. But, at $1,000 per seat per month with my current...
Ask an MSP Expert: How can direct mail help move my MSP business forward?
Q: As a growing MSP, we’re constantly looking for new ways to appeal to our prospects, and we’re ready to try something different. We were thinking about trying direct mail, but I’m not sure how we should go about it....
Brad Stoller: Is talent temptation hurting your sales pipeline?
When it comes to growing a business, talent can be both a blessing and a curse. That might sound like a strange idea at first, but having natural talents can influence the choices we make and impact the growth of...
MSP marketing is an opportunity to have a conversation
People view marketing in a wide range of different ways and, unfortunately, almost all of them are wrong. Some see it as a proverbial megaphone — a chance to blast their message out into the ether to see how far...
Happy customers are great lead generators
As a successful MSP, you look to your peers for validation of a vendor, specific technology, or a new service model. Your customers do the same, and when they’re happy, business is good—and your marketing should be even better! There...
Memorable sales: Why drip marketing may be a crutch
I think I’ve had something wrong about sales for a long time. I followed the classic wisdom of playing the numbers. If I met with 40 qualified opportunities (prospects that fit my ideal or “bread-and-butter” prospect profile), I would be...