Tag: MSP Sales
Robin Robins: You’re NOT fooling anyone with your weak USP
At Technology Marketing Toolkit’s Rapid Implementation Workshop, we cover the USP, or unique selling proposition, in detail: what it is, what it is not, how to develop it, and how to use it in your sales and marketing to unseat...
Carrie Simpson: Land grab sales – It’s happening now!
There are two types of prospecting campaigns. The first type of campaign is called a “displacement campaign.” It’s the type of campaign you plan and execute when most of your prospects are already using a competitor. The second type of prospecting...
Brad Stoller: The power of client fit
As a business, we have always intuitively pursued a good client fit. That desire goes beyond simply avoiding problem clients—though that is a benefit as well. We also want to find the most productive relationships possible. When we find clients...
Sales Prospecting: Lead Scoring for MSPs
Many MSP business owners are still the primary business developers, deal closers, and technical support leads for their growing companies. As the MSP grows, the owner gets pulled in a dozen different directions. I like to describe this as having...
Brad Stoller: Beyond referrals – Building a powerful MSP pipeline
In any B2B context, the temptation to rely on referrals for growth is substantial. Referrals can be lucrative, and the nature of a referral means that the sales process itself is relatively easy. The prospect comes to you with a...
Robin Robins: How to know with absolute certainty what customers want and will buy
Are you having trouble figuring out what additional services your customers want? What offers will get the best response? What you need to be able to do or say to get welcomed in to talk instead of being blocked, screened,...
Customer loyalty to cloud and IT service providers is not all that high
It turns out that in terms of brand loyalty IT professionals are least loyal to cloud service providers (CSPs) and IT outsourcing/consulting partners. A survey of 535 IT professionals conducted by Spiceworks finds more than 70 percent of IT buyers are...
Robin Robins: The simplest way to close 2 to 3 times as many leads as you are now
One of the biggest LOSSES in business is the grossly inadequate follow-up on opportunities and prospects. Based on a number of sales research reports, it’s estimated that 80 percent to 90 percent of all sales leads never get followed up...
Robin Robins: What a casket sales company can teach you about lead generation
Here’s a product you don’t see advertised very often: caskets. So when I saw a company advertising them one morning on national TV, it caught my attention. Unfortunately, I missed the company name — however, the biggest, most glaring FAIL...
Angela Leavitt: Why is MSP lead generation so hard?
I was just on the phone this morning with an MSP who was telling me all about “the good old days.” He said that back when he started his company in 1995, lead generation was easy. He was first to...
