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

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

5 Ways picking up the phone can help improve your MSP business

Posted by Carrie Simpson on Jan 20, 2016 12:00:00 PM

The phone is an important business tool that too many people are overlooking. In the first week of 2016, I received two sales calls. I answered them both. By comparison, I received 50 LinkedIn connection requests, 30 LinkedIn InMails, and more than 500 unsolicited emails. That’s why our theme at Managed Sales Pros this month is #PickUpThePhone.

Why is everyone so afraid of picking up the phone? With a control group of one, I’m not certain that other people are experiencing the same things, but it seems to me that the less cluttered pathway to prospects right now is the phone. I’m not saying you shouldn’t try everything. You should. That’s the point. Try everything. Including the phone.

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Topics: MSP Marketing

How to use cold calling as a thin wedge – the right way

Posted by Carrie Simpson on Dec 3, 2015 3:22:52 PM

When it comes to selling managed services, there are many things that you can use cold calling for, but one of the best uses is as a thin wedge.

Yeah, it’s sales jargon, but “the thin wedge” is one of those weird little “what are they talking about?” terms that everyone just seemed to start using. And, there is a right way to use the thin wedge — and a wrong way.

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Topics: Sales Process

Free stuff you can do with a free hour to grow your MSP business

Posted by Carrie Simpson on Oct 28, 2015 9:30:00 AM

Have you somehow magically ended up with an hour on your hands that you don’t know what to do with? That doesn’t happen to me very often, but sometimes a meeting gets cancelled or a flight gets delayed and you have an hour —or maybe even two hours —that you now have earmarked for nothing. You’re reading this, so you must have at least a little free time on your hands today.

If you are wondering whether you should spend that newly found free time drinking coffee at Starbucks or chatting on Facebook or just catching up on email … stop right there! I’m going to help you turn that spare hour into more MRR. Here are five things you can do with your spare hour to grow your managed services business:

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Topics: Lead Generation

How to ask for referrals for your managed services business

Posted by Carrie Simpson on Sep 23, 2015 7:30:00 AM

Most of our clients come to us when their well of word-of-mouth referrals has dried up. That’s a reactive approach to business development. As a managed services provider, you need a consistent flow of new leads to build a strong sales pipeline. Think about what you’re telling your prospects every day: Proactive support activities are necessary to maintain a healthy network. In the same way, proactive business development is a mandatory part of a healthy sales-focused organization.

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Topics: Lead Generation

How to buy a good prospecting list as an MSP — and what it should cost

Posted by Carrie Simpson on Aug 19, 2015 9:30:00 AM

One of the questions we are asked most often here at Managed Sales Pros is, "Where can I buy a GOOD prospecting list at a reasonable price?"

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Topics: Lead Generation

Hot tips for effective cold calling during slow summer months

Posted by Carrie Simpson on Jul 22, 2015 7:00:00 AM

Cold calling is a numbers game. It gets a whole lot harder in the summer months for a few reasons — one of them is plain old prospect unavailability. You can’t control the fact that all of your prospects are golfing and going to the lake, but here are some things that you CAN control to keep your pipeline full of hot leads this summer.

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Topics: MSP Marketing, Sales Process, Lead Generation

3 reasons a hot lead goes cold (and how to keep it from happening)

Posted by Carrie Simpson on Jul 15, 2015 6:30:00 AM

You had a great first call. It led to a great first meeting, and you’ve written the best managed services proposal ever. You’re ready to present it, but when you call your prospect to arrange a time, they aren’t responding. Not the first, second, or even third time that you call. Nothing. Crickets. Politely worded emails aren’t getting you anywhere either.

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Topics: Sales Process, Lead Generation

How to retain managed service customers

Posted by Carrie Simpson on Jun 10, 2015 6:00:00 AM

You courted your SMB clients. You wooed them. You got them to sign that SLA, and now you’re married. But how do you keep the love alive?

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Topics: Customer Management

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