Tag: MSP Sales

Managing by the numbers: 3 KPIs for your MSP sales process

Managing by the numbers: 3 KPIs for your MSP sales process

Are you trying to decide whether or not you would like to engage with a sales and marketing vendor? Are you considering hiring a telemarketer, hiring a social media manager or hiring a sales rep? Maybe you are trying to...

/ August 10, 2020 / 1 Comment
Your MSP isn’t all about price

Your MSP isn’t all about price

As someone who spends a lot of time talking and writing about how managed services providers (MSPs) need to make their messaging all about the raw value they’re able to offer their prospects, I hear a lot of people say...

/ July 14, 2020 / 1 Comment
Three tips for prospecting for your MSP post-pandemic

Three tips for prospecting for your MSP post-pandemic

Before COVID-19, managed services prospecting was challenging for MSP business owners. Selling in a displacement market (a market in which, real or perceived, your potential buyer already has a solution, and you’d like to replace it, or “displace” their current...

/ July 13, 2020
The tale of two MSP realities

The tale of two MSP realities

Over the years, you have heard me talk about the tale of two MSP realities. In one reality, sales and marketing is hard, prospects refuse to pay higher prices, and the market determines your ability to succeed. In the other...

/ June 30, 2020
Selling in tough times

Selling in tough times

The job of the tech salesperson has suddenly become a lot harder, despite a great run of healthy demand and innovation in the recent past. Life’s been pretty good for the past few years. The Brookings Institute reported in 2019...

/ April 15, 2020
Interviewing remote sales development agents for your MSP

Interviewing remote sales development agents for your MSP

Interviewing is a wildly subjective activity for most small businesses. We are all wired for our own bias, preferences and weird hang-ups. There is no one perfect way to interview, but there are a lot of ways to get yourself...

/ April 13, 2020
Recruiting remote sales agents

Recruiting remote sales agents

Recruiting sales development agents is challenging to begin with. Nobody ever dreamed of becoming a telemarketer when they were a child. With unemployment in February 2020 at 4 percent, agent recruitment was bang-your-head-against-a-wall frustrating. With unemployment at 30 percent, people...

/ April 6, 2020
Managing a remote workforce

Managing a remote workforce

As the country moves in to lockdown in more states, there are more people than ever working remotely. There are enough posts online with helpful advice for those transitioning into remote workspaces for the first time. What about those of...

/ March 30, 2020 / 15 Comments
Techniques for learning from each at-bat

Techniques for learning from each at-bat

The best baseball players in the world strike out more often than they get onto base. Despite the constant setbacks they face, they repeatedly return to the plate because they realize an important truth: Every at-bat is another chance for...

/ March 16, 2020
Sales tactics to generate more MRR in 2020

Sales tactics to generate more MRR in 2020

Many IT providers struggle with establishing steady flows of monthly recurring revenue (MRR). Often, the reason this happens is that MSPs fail to follow a disciplined sales process designed to ensure their business is sales-focused, instead of sales-interested. There are...

/ February 24, 2020