PROSPECTS LOSING INTEREST? STOP PITCHING AND START STORYTELLING
When a potential customer asks you to talk about your business, your first inclination may be to sell them all the great technologies and services you offer. But the best way to separate yourself from the pack isn’t to talk up some impressive array of powerful tools; it’s to share how you’ve helped customers in …
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August 3, 2022
A STEP-BY-STEP GUIDE TO NAILING YOUR DISCOVERY MEETING (PART 2)
In part two of our step-by-step guide to making the most of your Discovery Meeting, we’ll dive right into the moment of truth itself. DURING THE MEETING The time to shine is now. You’re sitting across from a potential client and can’t wait to brag about all the ways you can help them and how …
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July 18, 2022
A STEP-BY-STEP GUIDE TO NAILING YOUR DISCOVERY MEETING (PART 1)
You’ve done it! Hours of hard work cold calling, crafting email campaigns, and pulling all-nighters have finally paid off. You’ve convinced a prospect to commit the time to meet with you, and you have an appointment on the calendar. But if you’re not prepared, the next step might feel even more daunting than the last. …
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June 7, 2022
HOW TO TEACH NEW HIRES TO BE STRONG PROSPECTORS
Undoubtedly, prospecting is one of the most challenging parts of the sales process. The thought of doing cold outreach to busy professionals is enough to make regular polite individuals break out in a cold sweat. And without a clear strategy and the proper techniques, your sales team won’t feel much better about doing so either. …
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May 12, 2022
HOW TO EFFECTIVELY ONBOARD AND TRAIN NEW SALES TEAM MEMBERS
Most MSPs excel at providing top-notch technical expertise to their customers. They work hard to guide clients through complex technological decisions, assess problem areas, and introduce effective solutions. In turn, they create strong relationships along the way and hope customer satisfaction will lead to new clients. But if you genuinely want to grow your business, …
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April 6, 2022
HOW TO FIND THE PERFECT FARMER
If you’re a small or medium-sized business that is not currently utilizing the unique skillset of a sales “farmer” (commonly known as an account manager), you are most likely not maximizing your top-line revenue. While sales “hunters” are justifiably highly coveted for their ability to expand your client list, many companies fail to correctly value, …
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March 4, 2022
HOW TO FIND THE PERFECT HUNTER
Every business needs one. But because of their unique skillset, a top-tier sales hunter can be nearly impossible to find. There are plenty of talented people within your sales team who can manage accounts, retain top clients, and grow existing business relationships, but even some of the most talented salespeople are not capable of prospecting, …
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February 16, 2022
WANT A STRONG SALES PIPELINE FOR SUMMER? START HIRING NOW.
Good salespeople are hard to find. Anyone who applies for a sales job must think of themselves as being pretty persuasive. So, it’s no surprise that when you look for quality salespeople, you’ll find no shortage of candidates who know how to sell themselves. But that doesn’t mean they know how to sell your product …
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January 26, 2022
INCORPORATING CYBERSECURITY INTO YOUR SALES PITCH
With high-profile data breaches filling the news, one would assume selling customers on cybersecurity upgrades would be an easy pitch. But unfortunately, while most companies enthusiastically state their grand intentions for strengthening their cybersecurity profile, few are willing to actually put their money where their mouth is unless the immediate benefits are made extremely clear. …
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August 31, 2021
HELPING YOUR SALESPERSON SELL SECURITY
With cyberattacks skyrocketing since the COVID-19 pandemic, there is currently no hotter buzzword in the MSP landscape than “security.” But even though companies understand they should be spending a considerable amount of time and money upgrading their cybersecurity profile, many are still hesitant to fully commit when it comes time to open up their wallets. …
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August 6, 2021