Category: Sales & Marketing
The must-have MSP collateral – the buyer’s guide
In the age of content marketing, it’s easy for MSPs to lose sight of the marketing aspect of landing new clients, and instead fall into the trap of merely generating more and more content for the sake of creating content....
When to use lead generation campaigns vs sales prospecting
I frequently recommend using lead generation, and then in the next breath mention sales prospecting when we’re defining new business development strategies and building client campaigns. When it comes to lead generation vs sales prospecting activities, I’ve realized that business owners –...
10 simple games to make sales prospecting fun (seriously)
You’ve probably heard that in sales prospecting, it takes reps 10 “no’s” to get one “yes.” I think that number is outdated. In today’s market, it can take 40 voicemails to reach a live person and dozens of emails to yield a...
Ask an MSP Expert: How to convert website visitors into leads
In a recent webinar with Barracuda MSP, Kendra Lee, president and founder of KLA Group, shared 5 steps that can help convert website visitors into leads. During the webinar, Kendra highlighted strategies that MSPs can leverage to generate traffic to...
Is your website optimized, MSPs?
As an MSP, your website is your primary marketing tool, and it is important to capitalize on Search Engine Optimization (SEO) to maximize the effectiveness of this primary marketing tool. According to Raj Khera, a three-time CEO, author, and SEO...
What to do when your website content doesn’t convert leads
You’ve designed your website following SEO best principles. Web traffic is up. And yet, the phones are silent. Tumbleweeds roll through your salespeople’s inboxes. What gives? It’s simple. Your website content development strategy isn’t primed for conversion.
Understanding your sales funnel leads to better sales productivity – Part 1
Since the sales funnel is a visual representation of your sales process, you can learn a lot by looking at its shape. A good sales funnel should be wide at the top, where new leads enter and start their journeys...
It’s time to rethink your marketing strategy MSPs
In a recent article, MSP lead generation failures, I talked about some of the common challenges I hear from MSPs. They want “more blogs”, “more advertising budget”, and “more more more” of things that haven’t worked well in the past,...
5 Ways to Convert Marketing Leads to Sales Opportunities
The No. 1 reason SMB companies abandon their lead generation strategies is that they don’t believe they got results. Companies invest time and money, but when they look back on their sales results, they can’t attribute closed sales directly to...
An MSP’s guide to the ‘switchers’ buyer’s journey
Many small-and-medium-sized businesses (SMBs) have had experiences with managed services providers (MSPs) in some capacity. Whether it’s through break/fix or via managed services contract, today’s SMB buyers are no longer a first time MSP buyer, but more likely an MSP...
