Tag: Sales Process

Turn emotions into your sales compass

Turn emotions into your sales compass

Like it or not, business is emotional. Even in the MSP space, where so much of the work is technical and automated, the human side of business always leads to some level of personal involvement. We care about our work,...

/ July 15, 2019
The three things MSP buyers are looking for that are not “low price”

The three things MSP buyers are looking for that are not “low price”

At Boot Camp, I shared the research I’d compiled on what clients want from their IT provider. This research was based on examining the responses to a testimonial request e-mail we have our MSP clients send to their best clients....

/ May 30, 2019
Buy or die – long term prospecting

Buy or die – long term prospecting

Recently, Managed Sales Pros has closed two new clients. What’s special about these engagements?  Nothing, except that we’ve been pursuing both clients for around four years. The value of those clients totaled about 42,000 in MRR. A decent win, that...

/ May 24, 2019 / 1 Comment
Growth Hacking for MSPs: Marketing Automation

Growth Hacking for MSPs: Marketing Automation

There is a glaring lack of creativity and innovation in the way MSPs market their business. This statement is not to offend those who put out a conscious effort, but more to inspire those who do not. With all the great...

/ April 29, 2019
Navigating the great IT sales paradox

Navigating the great IT sales paradox

One of the most frustrating things IT services providers need to contend with these days is that while the sales funnel has collapsed, it’s actually taking longer than ever to close a deal.

/ March 14, 2019 / 1 Comment
Overcoming human roadblocks in the MSP sales process

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.

/ November 16, 2018
The hidden sales bias that hurts your business

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....

/ November 12, 2018 / 1 Comment
Never offer a free technology audit when pitching your MSP services

Never offer a free technology audit when pitching your 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...

/ November 7, 2018 / 2 Comments
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