Carrie Simpson

Carrie Simpson is the founder of Managed Sales Pros, a lead generation firm dedicated to providing new business opportunities for MSPs. Carrie teaches IT firms how to build, manage, and grow their sales pipelines. You can follow Carrie on Twitter @sales_pros and connect with her on LinkedIn.
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Recent Posts

How to use data-driven sales prospecting to get better results

Posted by Carrie Simpson on Mar 15, 2017 4:13:13 PM

Many MSPs abandon telemarketing early on in their growth when they get frustrated with the lack of immediate results. But there is no magic bullet. 

All marketing processes and strategies need time to work, and telemarketing is no exception. You need to invest a year in any marketing strategy before your efforts will begin bearing fruit. It’s disheartening for any business owner to think they could invest a year’s worth of time and budget into something that might not work out. Unfortunately, that can and does happen all the time. Why?

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Topics: Sales Process

Carrie Simpson: Obstacles MSPs need to overcome for a successful 2017

Posted by Carrie Simpson on Jan 4, 2017 11:30:00 AM

Welcome, 2017! But before we get too far into the new year, let’s talk about 2016. How did it go? Did you achieve the growth you were hoping for? If not, I challenge you to consider the following: “If you want something you’ve never had, you have to do something you’ve never done.”

Every year in January I challenge business owners to create a marketing plan and stick to it for the year. Obviously, I'm heavily invested in the idea of you choosing cold call prospecting. However, I honestly don’t care what you choose to do as long as you make a choice and execute.

So what's stopping you from doing that? Here are the things standing in between you and a successful and prosperous 2017 — and my unsolicited advice on how to overcome these obstacles.

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Topics: Growing Your MSP Business

Objection-handling tips for MSPs: How to keep the conversation going

Posted by Carrie Simpson on Nov 21, 2016 3:20:40 PM

Once in a while when cold calling for your MSP, you’re likely to encounter what we describe as the managed services perfect storm: a company with at least 20 computers (but less than 50), who is unhappy with their current provider and has somewhere between 90 and 120 days remaining on their current agreement (or is in a month-to-month agreement).

Now, that conversation happens about once out of every 200 conversations, which is to say, about every 2,000 dials. At a conservative 10 dials per hour, that’s less than once a quarter for a full-time caller. So, what’s happening during the other 199 conversations you’re having? 

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Topics: Sales Process

4 ways to hire an effective in-house telemarketer for your MSP

Posted by Carrie Simpson on Oct 19, 2016 12:00:00 PM

Hiring a great telemarketer isn’t easy. While their salaries may not be the costliest part of your payroll, the opportunity cost that comes along with making a poor hire is very high.

Think of sales prospecting like an opportunity bank account. With a savings account, the more money you put into your account and the earlier you do so, the sooner interest accumulates and the more it grows. Prospecting is the same. The real benefit of outsourcing over hiring in-house telemarketers doesn’t lie in the skill of the talent or in the “magical” messaging an outsourcing company uses. The real benefit is in time to execution and the consistency of that execution. 

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Topics: Growing Your MSP Business

5 Sales tips for brand-new MSPs

Posted by Carrie Simpson on Aug 31, 2016 10:00:00 AM

Every day I get calls from brand-new MSPs asking how much our services cost. I send them away with some advice and this painful truth: You can’t job out your sales prospecting until you’ve become successful at sales prospecting!

It’s a vicious cycle, but the good news is you can do it, you can do it yourself, and you can start right now if you follow a few simple tips. We built our business from zero, starting with nothing but one person, a laptop, and a phone. You can, too! Here are my best sales tips for new business owners with limited time and limited budgets:

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Topics: Sales Process

3 Things to consider before hiring a telemarketer for your MSP

Posted by Carrie Simpson on Jul 26, 2016 4:58:40 PM

Many managed service companies choose to hire in-house instead of outsourcing their sales appointment setting. There are pros and cons, and I’m going to share with you some things you should consider before you make your choice.

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Topics: Growing Your MSP Business

How to get through to those prospects you're ready to give up on

Posted by Carrie Simpson on Jun 16, 2016 9:05:38 AM

One time I lost my car keys when we were camping. I spent two hours looking for those keys, tracing my steps, looking in the grass, looking in the bathroom, looking at the playground. Then I gave up and called the towing company. The sun was setting, the kids were starting to complain, the mosquitoes were eating me alive, and I just didn’t want to deal with it anymore. The towing company showed up, and guess what? They found my keys. It took them five minutes. The keys were on the seat in my unlocked car. That’s the first place they looked for them. Why? Because they’ve been called out that campground hundreds of times by people who did the exact same thing. 

How much of your day is spent looking for car keys that are sitting on your seat?  

Here’s what I mean by that. In your database, you likely have hundreds of companies that you have tried to reach once or twice, maybe 10 times. And at some point, you just decided to quit calling them. You got frustrated, you had other things that needed attention, and you threw your hands up in the air. A professional prospecting company doesn’t do anything special or magical with your data — they just know where most people leave their keys, and they check there first.

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Topics: Sales Process

How to build an active referral network

Posted by Carrie Simpson on May 18, 2016 3:52:06 PM

Most companies have three different types of clients. First, you have The Evangelists. These clients are likely already bringing passive referrals to you. Passive referrals are fantastic. As the name indicates, a passive referral is something you don’t have to work for. Passive referrals are a gift. They’re not a reliable long-term business development strategy, though. Be very grateful for these referrals, but don’t plan your retirement on them. Evangelists are outlier clients. They are naturally vocal, and when they’re happy they’ll sing your praises to anyone who will listen.

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Topics: Sales Process

Are you measuring your telemarketing ROI the wrong way?

Posted by Carrie Simpson on Mar 23, 2016 9:30:00 AM

Many of our clients tried hiring a telemarketer before they came to work with us at Managed Sales Pros. Often, when I ask them why they let go of their in-house caller, the response is, “Well, they worked with us for six months, and we didn’t get anything.”

If companies have attempted to do this several times unsuccessfully, the issue is easy to identify. They aren’t being patient enough. After all, the managed services sales cycle is longer than you think it is.  

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Topics: Professional Services

Two ways to use cold calling to help your other MSP marketing efforts

Posted by Carrie Simpson on Feb 18, 2016 3:09:52 PM

One of the things I love the most about cold calling is that it requires absolutely nothing to get started other than your time and a telephone. Cell phone, desk phone, soft phone … doesn’t matter. If you’ve got a phone, a list, and some paper and a pen, you can cold call. I think it’s the only form of marketing that you can start with zero expense, zero experience, and no purchases required.

Can you make it more complicated and more expensive? Of course. Like anything, there are bigger and better solutions you can purchase. Do you need them if you’re one business owner making a handful of calls a day? No, you probably don’t. 

The thing I love second most about cold calling is the way that it will increase the effectiveness of anything you’re currently spending your marketing dollars on. Direct mail? Social Networks? Email campaigns? Events? Website tracking? Cold calling will help you get better results with all of them. Here are a few tips on how to make that happen.

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Topics: MSP Marketing

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