Over the years, PT and Barracuda have partnered to bring thought leadership to the MSP space when it comes to sales and marketing. To help ring in MSP Day 2020, we teamed up on a podcast to talk sales and how to approach a non-technical decision maker.
We should always be looking for incremental improvements, even if they are small and imperfect. With each step, we should be capable of analyzing the development, and see where we have future opportunities for growth. Once the analysis is complete, we can seize upon additional means to expand operations.
As an appointment setting firm, we benefit from a direct window into MSPs all over the country. Inevitably, we come across clients who are outpacing their competition, and we lean into asking them what they are doing differently and how they have found success where others have floundered.
You’re surrounded by people with mountains of knowledge you don’t have — from the consultant you brought in last week, to the barista who hands you your coffee in the morning. Start asking questions that will make you a better professional and leader.
Discuss a company’s future goals as part of building a sales relationship. If we start our sales process by transitioning straight from building rapport to discussing pain points, we’re making the sale more difficult than it needs to be, instead, focus on the future.
When we’re on the sales side of the conversation, it’s our responsibility to cut through the white lies and reach the truth. Fortunately, there are some handy techniques MSPs can use to do just that. Here’s what we recommend for getting prospects to open up.
Thanks to our MSP clients all over the country, we’ve gained some key insights into how the most successful salespeople in the industry are catering to today’s prospects. Here are their three primary techniques for marketing leaders in 2019.
When your MSP is well-established and you have fleshed out your ideal prospect – meaning that you have moved beyond taking any and all business that comes your way – the bigger opportunities often come with a difficult reality: Your best prospects are already working with one of your competitors. To close the sale, you not only have to convince them to work with you, but you also have to convince them to leave behind an existing relationship.
Any conversation between two people is compromised of four voices. This is a bit like playing the cards as well as the player, but the perspective that Voss describes is much more actionable than a poker metaphor.
Potential customers care about one thing: Will your solutions make them more money? You'd better have that answer down pat before walking in.
Most MSP business owners desire growth. They want to bring in more MSP new business. They want new sources of referrals. They want to have a bigger impact and reach more people with their expertise. We want huge returns in our marketing but also do not want to leave the safety and comfort of how we have always done things to get it.
When you wow your customers and are proactive about their needs, you build a powerful sense of loyalty that boosts retention.
In this webinar, Brad Stoller has a frank discussion of these realities and talks about the next-level strategies that can help you find success when the stakes are high.
In this webinar, Brad Stoller highlights some of the straightforward growth opportunities that many MSPs miss.
In this webinar, Brad Stoller shares his insights from the field, gleaned from his own sales experience as well as the experiences of our MSP clients. He talks about the common mistakes salespeople mistakes and how you can succeed where your competition faulters.
From research to execution, in this webinar, Brad dives deep into what you can do to overhaul your sales pipeline.
If you take these laws of appointment setting to heart, you can add a game-changing source of new prospects and new revenue to your marketing mix.