Category: Sales & Marketing
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...
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...
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...
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...
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...
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...
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...
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,...
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...
Brad Stoller: How to market your MSP with dignity
The loudest voices in marketing can paint a picture where late-night infomercials, cheesy banner ads, and pushy salespeople represent the standard of what marketing is and should be. While there is no shortage of bad marketing out there, it is...