Tag: MSP Sales
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...
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...
Need to increase your MSP sales? Look at 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...
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...
Gary Pica: How to pace sales calls
Sales calls don’t have to be daunting, especially when you and your peers are struggling with the same issues. As you know, I’m always checking in with MSPs about how they’re overcoming challenges related to sales calls, and what I’ve...
Richard Tubb: How to understand which of your existing clients will move to managed services
Using the managed service model instead of the traditional break/fix model of selling time for money is a no-brainer. But what is more challenging is working out *how* to sell this new model to existing clients. We’re going to look...
Carrie Simpson: The Myth of the Outbound Stack
Many companies are now spending thousands per sales rep per month on complicated technology sales prospecting “stacks.” That’s fine, if that’s where you want to invest your sales and marketing spend. But, at $1,000 per seat per month with my current...
Brad Stoller: Is talent temptation hurting your sales pipeline?
When it comes to growing a business, talent can be both a blessing and a curse. That might sound like a strange idea at first, but having natural talents can influence the choices we make and impact the growth of...
Memorable sales: Why drip marketing may be a crutch
I think I’ve had something wrong about sales for a long time. I followed the classic wisdom of playing the numbers. If I met with 40 qualified opportunities (prospects that fit my ideal or “bread-and-butter” prospect profile), I would be...
Carrie Simpson: Creating long-term prospecting success
If you had asked some our very first customers three or six months into their first campaign with us at Managed Sales Pros, many of them would have declared their programs a failure. Zero deals closed. Many of them left...
