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
HOW TO HIRE AN MSP SALESPERSON
If you’re an MSP owner, you know you need a strong sales team to stay competitive. But that doesn’t mean you know how to identify and attract rockstar salespeople. Because many MSP owners aren’t sure what to look for in a salesperson, they end up hiring a charming relative or someone with an impressive resume …
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June 28, 2021
THE SNEAKY SALES X-FACTOR: BRAND AWARENESS
There’s no disputing it. Conversions are king. In the era of data-driven technology, companies have become obsessed with boosting Return on Investment (ROI) with hyper-specific analysis of sales funnel metrics. But if you focus only on marketing tactics with easily trackable, concrete results, your sales team may still end up struggling to connect with potential …
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June 1, 2021
SALES AND PROSPECTING IN A POST-COVID WORLD
With the pandemic upending almost every aspect of the business world, it’s no surprise that sales prospecting strategies have also shifted dramatically over the past year. But which current sales trends and prospecting practices will stand the test of time? In the post-covid economy, a new sales model is bound to emerge, and businesses with …
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May 3, 2021