Robin Robins: There is no shortcut to improving your business

Posted by Robin Robins on Jan 20, 2016 8:00:00 AM

Productivity Tip: Put “eat chocolate” at the top of your list of things to do today—that way you know you’ll get at least one thing done.

A guilty pleasure of mine is watching HGTV. My favorite show currently is Love It or List It. Yep, it even surprises me that I just wrote that. Essentially the show has the exact same plot every time: A couple, usually a husband and wife, are divided over selling their current home (listing it) or fixing it up and staying (loving it). Every show starts off with the two hosts—a designer who is trying to convince them to stay and a realtor who’s trying to convince them to move—competing to win the owners to their side.

Designer Hilary always gets a totally unrealistic renovation budget and list of home improvements she has to deliver in order to get the owners to stay in their current home. Realtor David also gets an unrealistic budget and wish list of what they need in order to convince them to move. The rest of the show is about the drama that unfolds as the homeowners are brought to realize what their budgets will actually get them, which is a LOT less than what they had asked for.

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Topics: MSP Marketing, Sales Process

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

Advanced prospecting techniques for MSP business owners

Posted by Tracie Orisko on Sep 3, 2015 1:49:37 PM

There are some major differences between prospecting for managed services opportunities when you’re a sales executive versus prospecting when you’re the owner or leader of the business.

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Topics: MSP Marketing, Sales Process

How reframing the conversation can help MSPs and their business clients

Posted by Achmad Chadran on Aug 24, 2015 1:41:00 PM

When we need help, many of us tend to get ahead of ourselves and overlook the true nature of the problem in the process. I recently asked my doctor for a podiatrist referral to fix a sharp pain in my heel, only to have him deduce that the pain was tennis-related, and offer a few hamstring stretches to do before each play. The fix was simple, effective, and affordable.

You might recognize this tendency to self-diagnose in many of your customers, and the mix of challenges and opportunities it can present for IT solution providers. The key to capitalizing on these opportunities is to take a step back and consider the larger business backdrops behind your customers’ problems and challenges.

Here’s why it’s important to reframe the conversation.

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Topics: Growing Your MSP Business, Professional Services, MSP Marketing, Sales Process, Differentiation

Selling IT services in the modern information age

Posted by Mike Vizard on Jul 23, 2015 11:58:00 AM

new survey conducted by IDG on behalf of Salesforce.com finds that 65 percent of B2B buyers only engage with a vendor sales representative after they’ve already made a purchase decision. That number is probably even higher when it comes to IT products and services, which suggests that the way most IT service providers are selling those products and services is fundamentally broken.

The core selling challenge today is that unless IT services firms actively create awareness of the problem their solution solves they are basically hoping that somehow a lead for their services will be generated after a purchase decision is made. Given the number of IT services firms there are in any geographical area that specialize in any particular technology, waiting for leads from a vendor is at best a reactive approach to selling. In fact, any business founded on the premise of hope is generally going to fail.

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Topics: IT Services Trends, Sales Process

Remix: How to build a better MSP sales team

Posted by Chef Adam LaRock on Jul 22, 2015 1:00:00 PM

I don’t know about you, but I do some of my best thinking in the kitchen. I was throwing together a pizza the other day, and it got me thinking about how important it is for an MSP sales team to have a good foundation that they can build on.

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Topics: Sales Process, Recipes for Success

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

Recipe for Success: How to make your MSP sales process more effective

Posted by Anne Campbell on Jun 1, 2015 2:32:00 PM

As an MSP, you know you need to bring in new customers if you want to grow your managed services business. If you’re like most MSPs, this is something you’re used to taking care of yourself, and you just know what you’re looking for in a good prospect.

As your business grows, though, you need to build a sales team and transition to having them take the lead in the MSP sales process. This includes setting your team up for success by establishing a smart sales process and passing on the lessons you’ve learned along the way.

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Topics: Sales Process, Recipes for Success

4 ways to improve your MSP sales and marketing strategy

Posted by Courtney Steinkrauss on Apr 15, 2015 12:00:00 PM

The market for managed service providers is crowded, and there’s competition everywhere. That’s why a solid sales and marketing strategy is an integral part of an IT services business. After all, getting the attention of prospects and converting them into new customers is the key to maintaining and growing a successful business.

Even though you might want to focus on your MSP sales and marketing efforts, you probably aren’t sure where to begin. Or maybe you’re frustrated with the results of your current efforts, or you’re just stuck in a rut.

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Topics: MSP Marketing, Sales Process

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