Category: Sales & Marketing
Stuart Crawford: Why every managed service provider needs a lifecycle
Marketing continues to be the Achilles’ heel of many managed service providers. Chalk it up to improper investments in marketing efforts. Or perhaps it’s simply a case of not having the right education. As a long-time marketing professional, I believe...
3 Things you can learn from the MSP Marketing Masters Awards winners
After our judges carefully reviewed all the submissions for the MSP Marketing Masters Awards, we’re happy to announce the winners! Congratulations to: A Leap Ahead IT – Sacramento, California Cloudtech 1 – Rochester Hills, Michigan EnKompas Technology Solutions – Pittsburgh,...
Gary Pica: 4 ways to supercharge how you’re selling managed services
Are you exerting a ton of effort to increase sales, yet seeing few results? MSP business owners share one goal: generate new monthly recurring revenue. While nearly every owner agrees on this goal, few achieve it. You need key metrics,...
Objection-handling tips: Keep the sales conversation going
Once in a while when cold calling for your MSP, you’re likely to encounter what we describe as the managed services perfect storm: a company with at least 20 computers (but less than 50), who is unhappy with their current...
Robin Robins: What to do when you suddenly find yourself in a commodity business
First off, if you find yourself selling a commodity product or service, you only have yourself to blame. YOU chose your business and your customers; so if you truly are selling a commodity where margins are thin and clients are...
4 Lessons MSPs can learn from Content Marketing World 2016
Last month, I trekked to Cleveland and spent a whirlwind 48 hours learning from the best and the brightest in the content marketing industry. It wasn’t quite as overwhelming as my first trip to Content Marketing World, but I still...
A good MSP marketing plan is not a to-do list
Marketing isn’t a series of check boxes. It’s a way to engage, empower, and take actions that will create an exceptional experience and exceed business goals. And contrary to popular belief, it doesn’t require hundreds of thousands of dollars to...
Robin Robins: Back-to-school sales lessons for MSPs
“Two things are infinite, the universe and human stupidity, and I am not yet completely sure about the universe.” —Albert Einstein BACK TO SCHOOL LESSON: Is it laziness or stupidity? On a recent sales call with a company that will...
How to capture customers’ attention so they read your email newsletters
An email newsletter is a useful marketing tool that you can use to keep in contact with current and potential customers. However, your customers will never read the newsletter’s articles if they don’t open the email. That’s why the email...
5 Sales tips for brand-new MSPs
Every day I get calls from brand-new MSPs asking how much our services cost. I send them away with some advice and this painful truth: You can’t job out your sales prospecting until you’ve become successful at sales prospecting! It’s...
