Tag: MSP Sales

Eliminating IT services competition through differentiation

Eliminating IT services competition through differentiation

How many times have you lost an opportunity to a competitor? It’s happened to me countless times over the years, and it never feels good. It’s even worse when I’ve invested hours—sometimes way too many—into crafting the perfect proposal, sometimes...

/ November 5, 2018
Public speaking and selling basics for MSPs

Public speaking and selling basics for MSPs

Selling from the stage is one of the most potent revenue generation strategies that your MSP can embrace. Because many MSPs are engineering-types, there can be a great deal of reluctance in our industry to public speaking. Even for those...

/ October 22, 2018
Robin Robins: A big, misunderstood secret to premium pricing in your IT business

Robin Robins: A big, misunderstood secret to premium pricing in your IT business

When you want to show how filthy rich and successful you are, details matter. That’s why you need to have gold-plated staples, sold in packs of 24 for $175. Or how about a Tiffany tennis-ball-canister … for $1,500? And if...

/ October 17, 2018
Brad Stoller: Addressing unspoken obstacles in sales

Brad Stoller: Addressing unspoken obstacles in sales

After several years of meeting with MSP prospects, you will have likely begun to get a sixth sense for elements of the conversation that are left unsaid but are influencing how your prospect thinks about you and whether or not...

/ October 8, 2018
Robin Robins: How to automatically increase sales by making it easier to buy

Robin Robins: How to automatically increase sales by making it easier to buy

One night in 1936, Sylvan Goldman, owner of the Humpty Dumpty supermarket chain in Oklahoma, sat in his office trying to figure out how to get customers to buy more groceries. Observing clients as they shopped, he noticed that many...

/ October 1, 2018
Carrie Simpson: MSP sales and marketing; a little process goes a long way

Carrie Simpson: MSP sales and marketing; a little process goes a long way

All too often, communication between sales and marketing fails — which can lead to missed opportunities. Then the debate begins, are the leads bad or is the rep unskilled? Maybe neither, maybe both. In either case, a defined process and...

/ September 24, 2018
Brad Stoller: 3 Sales insights from the world of chess

Brad Stoller: 3 Sales insights from the world of chess

From the outside, the mind of a grandmaster chess champion can seem superhuman. Playing against a seasoned chess player can feel like playing against a mind-reader. Your opponent across the table has an answer for every move you make, and...

/ September 19, 2018
If you need to increase your MSP sales, look no further than Chris Rock

If you need to increase your MSP sales, look no further than Chris Rock

The other day, during a private consulting call with a client that I recently started working with, I was asked what I thought was, at first, a simple question. He wanted to know how he could better handle some of...

/ September 5, 2018 / 3 Comments
MSP sales
Brad Stoller: The Return on a Non-Close

Brad Stoller: The Return on a Non-Close

When we start our businesses or start our careers in MSP sales, we are told early on that just because a prospect says “no” today doesn’t mean they won’t become a prospect in the future. Yeah, yeah, but you need...

/ August 29, 2018
Ask an MSP Expert: How can I find someone who can succeed in sales?

Ask an MSP Expert: How can I find someone who can succeed in sales?

Q: We’re looking to grow our sales team, but we can’t seem to find a candidate that makes the cut. What are some qualities we should be looking for in successful sales candidate? Finding the right fit for your team...

/ August 27, 2018