There are many opportunities within the operations of an MSP for your sales professionals to get sidetracked with tasks that inhibit sales activities. In this final installment of their series, Steve Riat and Nathan Austin offer tips to get them back on track.
Nate Freedman, owner and founder of Tech Pro Marketing, sees one common and repeated cold outreach mistake. Here's how to avoid making it.
In this third installment of his series, Erick Simpson covers the sales presentation, which focuses on the presentation of the technology solution to the potential prospect and usually occurs during the second visit with the prospect.
The Channel And LinkedIn: Maximizing You And Your Partners’ Business Development Effectiveness
Most people make purchasing decisions based on emotion and use logic to justify that decision. Therefore, a strong and favorable first impression is vitally important to develop a foundation for successful sales engagements.
There are two kinds of startup service business owners. The first invests money they may not even have into building a recognizable brand that will resonate and fascinate in their market of choice. The second invests their limited time and resources in creating a company focused on bullet-proof service delivery. Which are you? Which is right?
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.
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.
Simple rules can remind you what to do when your mind might otherwise be distracted or overwhelmed.
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.
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.