Sales & Marketing

3 LinkedIn Tips For The Channel’s Sales Process
3 LinkedIn Tips For The Channel’s Sales Process

The Channel And LinkedIn: Maximizing You And Your Partners’ Business Development Effectiveness

  • 7 Sales Pitfalls: How To Recognize, Manage Through, Or Manage Out
    7 Sales Pitfalls: How To Recognize, Manage Through, Or Manage Out

    Over the last couple of decades, we have identified several sales pitfalls that are recurring and affect all salespeople. From sales members who have just recently entered the industry to the most tenured members of the team, there are seven trends that you can spot early to help mitigate poor sales performance or, at a minimum, reduce the time of recovery from a pending sales rut.

  • A 7-Step Tech Sales Process?
    A 7-Step Tech Sales Process?

    While the business of selling goods and services has been around for thousands of years, it is important to note the history of the sales process.

  • Are You Making The #1 Strategic Marketing Error?
    Are You Making The #1 Strategic Marketing Error?

    Simple rules can remind you what to do when your mind might otherwise be distracted or overwhelmed.

  • Why Your Best Existing Clients Don’t Refer Business
    Why Your Best Existing Clients Don’t Refer Business

    The typical MSP gets four to five referrals a year from clients. For those that are qualified, there is a very high close rate. Most (80+ percent) become new MRR clients.

  • How To Thrive In The Age Of Commoditization
    How To Thrive In The Age Of Commoditization

    What is the biggest threat facing your firm over the next few years? My firm recently asked this question in a survey of professional services firms and, as shown in Figure 1, found the eroding value of services was a consistent theme in five of the top seven threats.

  • MSP Sales: Managing Before New Business Is Acquired
    MSP Sales: Managing Before New Business Is Acquired

    Setting your new sales team member up for success requires planning, expectation setting, and mutual investment of time and effort in the months to come.

  • Why Do MSPs Fail To Land Large New MRR Clients?
    Why Do MSPs Fail To Land Large New MRR Clients?

    How many new MRR clients did you add last year that would be one of your top eight to 10 clients? How many of these targets do you have current, live sales opportunities with right now? For most MSPs, the answer is none.

  • Stats Support IT Channel Security Sales
    Stats Support IT Channel Security Sales

    Insight from security research specialists at Osterman helps IT service providers focus on lucrative managed security sales opportunities.

  • Onboarding And Training IT Channel Sales
    Onboarding And Training IT Channel Sales

    Success … you have found and successfully hired your salesperson, and they start in two weeks. Now what? It’s time to build a process of onboarding and training for the future. Simply document this process, and your next hire will go much smoother. The biggest issue is where to start.

  • 3 Paths to VoIP For MSPs
    3 Paths to VoIP For MSPs

    Voice over IP (VoIP) solutions have taken over the SMB market in recent years — and for good reason. In general, VoIP systems are cheaper and more feature packed than the basic phone systems provided by your local telco. This gives SMBs the opportunity to leverage these benefits in a way they haven’t been able to before by streamlining inbound calls to the proper people or departments, using voicemail to email to ensure messages are returned, and utilizing a custom auto attendant to give their SMB an enterprise-company feel.

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