Category: Sales & Marketing

msp superpower
Gary Pica: 4 ways to supercharge how you’re selling managed services

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,...

/ November 22, 2016
objection handling
Objection-handling tips: Keep the sales conversation going

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...

/ November 21, 2016 / 1 Comment
commodity business
Robin Robins: What to do when you suddenly find yourself in a commodity business

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...

/ October 26, 2016
4 Lessons MSPs can learn from Content Marketing World 2016

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...

/ October 5, 2016
msp marketing plan
A good MSP marketing plan is not a to-do list

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...

/ September 28, 2016
back to school
Robin Robins: Back-to-school sales lessons for MSPs

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...

/ September 7, 2016
How to capture customers’ attention so they read your email newsletters

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...

/ September 7, 2016
sales prospecting
5 Sales tips for brand-new MSPs

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...

/ August 31, 2016
msp marketing
Stuart Crawford: What I’ve learned from 25 years in Managed IT

Stuart Crawford: What I’ve learned from 25 years in Managed IT

I can’t believe I’ve been in the managed IT business for 25 years this year. From my early years starting out as a Banyan Vines system administrator to getting through Novell and Microsoft’s certification programs and launching my own MSP...

/ August 9, 2016
4 Tips from an MSP marketing pro

4 Tips from an MSP marketing pro

As an MSP, it’s challenging enough just to manage SMBs’ systems and keep up with the day-to-day customer demands, never mind trying to build a sales and marketing program for your business. But, with good marketing comes growth, both for...

/ August 4, 2016