Author Archives for The PT Services Group

How to Approach a Non-technical Decision Maker

By The PT Services Group | December 21, 2020 9:42 am

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.

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A Perfect Marketing Plan is Hard to Find

By The PT Services Group | March 14, 2020 1:18 pm

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.

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The Secret to Getting the Most Out of MSP Conferences

By The PT Services Group | February 13, 2020 12:14 pm

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.

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Lessons from a Prospect

By The PT Services Group | January 13, 2020 10:39 am

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.

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How to Change the Tone of the Sales Conversation

By The PT Services Group | December 23, 2019 6:04 am

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.

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3 tools for coaxing the truth out of prospects

By The PT Services Group | December 2, 2019 12:01 pm

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.

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3 Big Marketing Developments for MSPs

By The PT Services Group | October 30, 2019 9:55 am

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.

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4 Steps for Unseating a Competing MSP

By The PT Services Group | September 27, 2019 3:51 pm

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.

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The 4 Voices in a Sales Conversation

By The PT Services Group | August 29, 2019 2:05 pm

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.

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World Class Growth Checklist

By The PT Services Group | July 1, 2019 1:33 am

Potential customers care about one thing: Will your solutions make them more money? You'd better have that answer down pat before walking in.

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4 Ways to escape the new business turtle position

By The PT Services Group | March 21, 2019 4:12 pm

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.

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Webinar: The 7 Deadly Mistakes MSP Salespeople Make

By The PT Services Group | October 3, 2018 7:49 pm

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.

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