Tag: MSP Sales
Outreach has a place in your MSP marketing strategy
As someone who has been in the MSP marketing game for years, I’ve seen trends come and go. Recently, I was on a call with a new client, discussing the shape of his marketing strategies moving forward. I’ve always believed...
The three things MSP buyers are looking for that are not “low price”
At Boot Camp, I shared the research I’d compiled on what clients want from their IT provider. This research was based on examining the responses to a testimonial request e-mail we have our MSP clients send to their best clients....
Buy or die – long term prospecting
Recently, Managed Sales Pros has closed two new clients. What’s special about these engagements? Nothing, except that we’ve been pursuing both clients for around four years. The value of those clients totaled about 42,000 in MRR. A decent win, that...
Lessons from a prospect
Working in the MSP space, we’re well-acquainted with strange technical issues. Whenever we’re dealing with users, we’ll occasionally receive baffling complaints or inquiries. During one of our recent sales team meetings, John Pojeta, our VP of Business Development, told an...
Growth Hacking for MSPs: Marketing Automation
There is a glaring lack of creativity and innovation in the way MSPs market their business. This statement is not to offend those who put out a conscious effort, but more to inspire those who do not. With all the great...
6 sales mistakes MSPs consistently make
“Have you ever heard the phrase life is hard, but it’s harder when you’re stupid?” One of my favorite talk show personalities, Bill Handle, asks listeners this often. In my early days of selling, I earned the highest degree in...
3 tools for coaxing the truth out of prospects
You won’t find conversations where white lies are more plentiful than those with prospects. They like to play their cards close to the chest, especially early on in the relationship. How many times have you asked how happy they are...
Navigating the great IT sales paradox
One of the most frustrating things IT services providers need to contend with these days is that while the sales funnel has collapsed, it’s actually taking longer than ever to close a deal.
Getting 10 times the revenue from everything you do
When I’m working with a client to plan their marketing action list, one of the things I always do is take a campaign they’re currently doing that IS working and see how I can increase the payout. Unfortunately, most people...
Selling managed services to the modern small business owner
I recently took on a client who fits the description of an “old school” MSP business owner – someone who has been in this industry for years and has seen the landscape shift around them time and again. This particular...