Tag: Sales Tips

Ask an MSP Expert: How can our sales team book more meetings?

Ask an MSP Expert: How can our sales team book more meetings?

Q: One of the largest challenges our sales team faces is booking meetings with potential customers. Any ideas on how we can overcome this hurdle? We know that reaching your prospects can be challenging. In fact, a recent Hubspot report...

/ January 21, 2019
Why you shouldn’t fear the word “No” when selling

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...

/ December 28, 2018 / 1 Comment
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
Inside sales 101: ‘What do you mean there’s no script?’

Inside sales 101: ‘What do you mean there’s no script?’

We field a lot of questions about inside sales. With regard to inside sales, the top question I get asked is the following one: “Do you have an inside sales script?” Unfortunately, no, I don’t. In fact, nobody in the...

/ October 15, 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
lead scoring
Sales Prospecting: Lead Scoring for MSPs

Sales Prospecting: Lead Scoring for MSPs

Many MSP business owners are still the primary business developers, deal closers, and technical support leads for their growing companies. As the MSP grows, the owner gets pulled in a dozen different directions. I like to describe this as having...

/ February 21, 2018 / 1 Comment
Lead generation
Robin Robins: What a casket sales company can teach you about lead generation

Robin Robins: What a casket sales company can teach you about lead generation

Here’s a product you don’t see advertised very often: caskets. So when I saw a company advertising them one morning on national TV, it caught my attention. Unfortunately, I missed the company name — however, the biggest, most glaring FAIL...

/ July 19, 2017
discovery
Ask an MSP Expert: What discovery questions should I ask to gain interest?

Ask an MSP Expert: What discovery questions should I ask to gain interest?

Q: Our sales team is struggling to hit their numbers. We recently established a marketing team at my MSP, and they’re bringing in a ton of new leads. The problem is that we don’t see these leads converting into sales....

/ June 5, 2017