Tag: MSP Sales
Build a sales pipeline that takes your MSP to the next level
Traditionally, many MSP businesses have relied heavily upon referrals from their current customer base to generate additional prospective clients. For the most part, leveraging referrals serves MSPs well. It may very well continue to be a significant source of new...
Why you shouldn’t fear the word “No” when selling
The following is an example of a question that I get from MSPs FREQUENTLY: “Once I get the contact on the phone, say the CEO, he or she will usually say, ‘Yes, I got your information and passed it on...
Overcoming human roadblocks in the MSP sales process
The problem with most defined and structured sales processes isn’t really a problem, it’s just a fact of life: people cannot be relied upon to behave in ways that are predictable or rational.
The hidden sales bias that hurts your business
Technology professionals, perhaps more than any other group, tend to have open minds. Our industry is driven by innovation, and we are perpetually wrangling updates and seizing the opportunities that a new development enables for us and for our clients....
Never offer a free technology audit when pitching MSP services
As a managed services provider, your “process” is more than just how you provide services to your clients every single day. It’s your key value differentiator — the rock-solid foundation upon which your competitive advantage is formed. Nobody does what...
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...
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...
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...
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...
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...
