Category: Sales & Marketing
Helping clients shift to a fully digital sales process
With the pandemic showing no signs of letting up in the U.S., your clients could be conducting online and phone sales for the foreseeable future. As the sales process shifts from in-person interactions to mostly digital, they could ask for...
Managing by the numbers: 3 KPIs for your MSP sales process
Are you trying to decide whether or not you would like to engage with a sales and marketing vendor? Are you considering hiring a telemarketer, hiring a social media manager or hiring a sales rep? Maybe you are trying to...
Social media – an MSP’s friend or foe?
For MSPs, the power of social media cannot be underestimated. This is a double-edged sword: although social media can be a strong positive force, it is also an easy way to lose the hard-won trust of your customers in a...
Your MSP isn’t all about price
As someone who spends a lot of time talking and writing about how managed services providers (MSPs) need to make their messaging all about the raw value they’re able to offer their prospects, I hear a lot of people say...
Three tips for prospecting for your MSP post-pandemic
Before COVID-19, managed services prospecting was challenging for MSP business owners. Selling in a displacement market (a market in which, real or perceived, your potential buyer already has a solution, and you’d like to replace it, or “displace” their current...
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...