The Importance of a Value Proposition for MSPs
If you’re an MSP owner, you know that you can help other people’s businesses. You understand, inherently, that your services and products have value. If they didn’t, then why would your company exist? Unfortunately, if you can’t explicitly and succinctly explain what makes your services valuable potential customers aren’t likely to give you a chance …
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February 8, 2023
The Importance of a 30-Second Elevator Pitch for MSPs
You never know when an opportunity will present itself. If a potential client is ready and willing to listen, they expect you to share everything they need to know about your company in whatever time they have available. And as time is money for any business leader, that amount will likely be short. A vital …
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January 12, 2023
The Importance of Battlecards in Sales Development for MSPs
If you’re an MSP leader, you know that generating leads and closing deals can be challenging. Managed Service Provider salespeople have a lot of products and services to keep track of. And for each of these, they need to be able to list the product or service’s key features as well as talk in-depth about …
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December 7, 2022
CASE STUDY: HOW TO GENERATE MORE MARKETING-QUALIFIED LEADS
Generating marketing qualified leads (MQLs) can be a tough nut to crack for many MSPs. After all, MQLs are potential customers identified as having a higher likelihood of becoming paying customers based on their expressed interest in your company. As MSPs grow and referrals start to slow, they need to find ways to attract MQLs …
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November 4, 2022
ARE YOU LEAVING MONEY ON THE TABLE? WHY YOU NEED AN ACCOUNT MANAGER (PART 2)
In part one of our two-part series on the benefits of adding an account manager (AM), we discussed how AMs improve long-term customer retention by getting to know clients more thoroughly and providing a post-sale point of contact for any follow-up questions, concerns, or upgrades. But depending on your business’s scale and your customer’s needs, …
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October 12, 2022
ARE YOU LEAVING MONEY ON THE TABLE? WHY YOU NEED AN ACCOUNT MANAGER
Many business leaders assume that if they have top-of-the-line products or services and a sales team that knows how to pitch them, long-term success is a foregone conclusion. But the truth is, due to endless competition and unpredictable variables, business relationships are notoriously fickle. If your customers feel even slightly ignored or underwhelmed, they won’t …
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September 15, 2022
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