Category: Sales & Marketing

sales coach
Brad Stoller: When to drink the Kool-Aid and trust a sales coach

Brad Stoller: When to drink the Kool-Aid and trust a sales coach

The entrepreneurial spirit that drives many business owners imbues them with key advantages. Entrepreneurs are resilient. They are creative. They are willing to separate from the herd and take the path less traveled. This nonconformist mentality is an advantage in...

/ April 4, 2018
USP
Robin Robins: You’re NOT fooling anyone with your weak USP

Robin Robins: You’re NOT fooling anyone with your weak USP

At Technology Marketing Toolkit’s Rapid Implementation Workshop, we cover the USP, or unique selling proposition, in detail: what it is, what it is not, how to develop it, and how to use it in your sales and marketing to unseat...

/ March 28, 2018
land grab sales
Carrie Simpson: Land grab sales – It’s happening now!

Carrie Simpson: Land grab sales – It’s happening now!

There are two types of prospecting campaigns. The first type of campaign is called a “displacement campaign.” It’s the type of campaign you plan and execute when most of your prospects are already using a competitor. The second type of prospecting...

/ March 26, 2018
marketing strategy mistakes
Nate Freedman: Is your MSP wasting money on the wrong type of marketing?

Nate Freedman: Is your MSP wasting money on the wrong type of marketing?

As a marketing professional with more than a decade of entrepreneurial experience, I tend to spend a lot of time talking to managed services providers about the ways that they can use digital marketing to continue to grow and evolve...

/ March 14, 2018 / 1 Comment
client fit
Brad Stoller: The power of client fit

Brad Stoller: The power of client fit

As a business, we have always intuitively pursued a good client fit. That desire goes beyond simply avoiding problem clients—though that is a benefit as well. We also want to find the most productive relationships possible. When we find clients...

/ March 7, 2018
close more sales
Robin Robins: Close more sales, unseat more competitors by becoming the LEAST RISKY choice

Robin Robins: Close more sales, unseat more competitors by becoming the LEAST RISKY choice

At Technology Marketing Toolkit, one of the most difficult things for our members to get their head around is the USP, or unique selling proposition. Without one, you’re pushing a rope uphill, fighting price sensitivity and the high hurdle of...

/ February 26, 2018
lead scoring
Sales Prospecting: Lead Scoring for MSPs

Sales Prospecting: Lead Scoring for MSPs

Many MSP business owners are still the primary business developers, deal closers, and technical support leads for their growing companies. As the MSP grows, the owner gets pulled in a dozen different directions. I like to describe this as having...

/ February 21, 2018 / 1 Comment
MSP referrals
Brad Stoller: Beyond referrals – Building a powerful MSP pipeline

Brad Stoller: Beyond referrals – Building a powerful MSP pipeline

In any B2B context, the temptation to rely on referrals for growth is substantial. Referrals can be lucrative, and the nature of a referral means that the sales process itself is relatively easy. The prospect comes to you with a...

/ February 12, 2018
Robin Robins: How to know with absolute certainty what customers want and will buy

Robin Robins: How to know with absolute certainty what customers want and will buy

Are you having trouble figuring out what additional services your customers want? What offers will get the best response? What you need to be able to do or say to get welcomed in to talk instead of being blocked, screened,...

/ January 24, 2018 / 2 Comments
customer loyalty
Customer loyalty to cloud and IT service providers is not all that high

Customer loyalty to cloud and IT service providers is not all that high

It turns out that in terms of brand loyalty IT professionals are least loyal to cloud service providers (CSPs) and IT outsourcing/consulting partners. A survey of 535 IT professionals conducted by Spiceworks finds more than 70 percent of IT buyers are...

/ January 16, 2018