Tag: MSP Sales
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...
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...
Solving the MSP sales struggle
Let’s be honest, MSPs don’t have a great track record when it comes to sales. Most MSPs have been able to grow by referral because our addressable market has been very forgiving. Our prospects are bigger and the economy has...
Why MSP cold-calling needs a makeover
“The purpose of my call is to set up an introductory meeting with our MSP.” “How about next Wednesday or Thursday?” This is the moment when a prospect feels pushed and are ready to slam the phone down. Unfortunately, this...
MSP Sales: Here’s how to let prospects sell you
One of the many things I’ve learned from decades of sales experience is that salespeople are too focused on “selling.” They are typically set on meeting sales quotes and getting that next big bonus check. But they usually forget about...
Why is lead generation for MSPs challenging?
“We had a marketing vendor for six months and we didn’t get a single qualified lead!” “We hired a sales guy, but he didn’t last long.” “Our PPC gets leads but most are just emergency buyers.” MSPs are understandably frustrated...
Accept that it’s a different sales scenario
In our first article of the MSP Sales Journeys series, we described why it’s beneficial to set concrete sales goals before outsourcing lead generation or hiring a sales rep or marketer. An MRR (Monthly Recurring Revenue) target can be backed into...
Putting the money back into MSP sales
Many IT service providers have their hands full, focusing on client monitoring, refining, and repairing their IT infrastructure. As a result, attention on MSP’s sales sometimes falls by the wayside. It’s tough juggling both of these aspects of running an...
Ask an MSP Expert: How can my sales team get better at presenting?
Q: I have recently onboarded a few new hires to our sales team. One area I’d like to provide some training on is giving presentations to clients and prospective clients. Are there tips I can share to help them be...
How to effectively nurture prospects in your MSP sales pipeline
Sales efforts focused solely on finding prospects that are ready to engage right now, are missing out on the majority of viable prospects in your MSP sales pipeline or addressable market. Think about the last time you had a need...