Tag: Sales Tips
Getting past the myths: why MSP sales reps fail
I frequently hear managed service providers (MSPs) lamenting that they aren’t getting enough sales, and they don’t know why. They want to fire their salesperson and start over. There are several areas to examine before making drastic changes in situations...
The MSP’s guide to services pricing
For managed service providers (MSPs), it’s obvious that pricing is important. Prospects will generally only pay the going market rate, typically driven by your competition’s offering. As such, you must be careful in how you price your service offerings. For...
Ask an MSP Expert: How can my sales team get better at presenting?
Q: I have recently onboarded a few new hires to our sales team. One area I’d like to provide some training on is giving presentations to clients and prospective clients. Are there tips I can share to help them be...
3 sales questions your MSP should be asking prospects
In my work with MSP business owners, the one topic that seems to cause leaders more consternation than any other is sales meetings. I can understand why! Many MSP owners, like myself, started their businesses off the back of their...
Sell or wallow: Which sales path will you choose?
You have heard me talk about the importance of MSPs adding new monthly recurring revenue (MRR) for more than a decade. Adding customers at the right price is key to becoming a World Class MSP. This strategy is more important...
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...
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...
Sharing experiences for better MSP client relationships
Great businesses are built on great relationships. Many MSP sales pros say they’re excellent at building these relationships with prospects and clients, but most don’t try to develop this as a skill. Instead, many will spark conversations with as many...
Using the “no” as an opportunity, not a dead end, during sales
The first real sales training I received was when I was working for Tony Robbins as a rep selling his Personal Power and Power to Influence courses. It was a great experience, to say the least. Tony taught his reps...
Quick(er) fixes for your outbound sales challenges
When I started consulting for MSPs, I assumed that most similar sized companies would have very similar problems when it came to lead generation. Fast forward a few years, and I can confirm. Most leaders who have had no sales...
