The Channel And LinkedIn: Maximizing You And Your Partners’ Business Development Effectiveness
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.
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.
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.
Insight from security research specialists at Osterman helps IT service providers focus on lucrative managed security sales opportunities.
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.
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.