Selling is what I do best. I’ve been doing it for several decades and still get excited whenever I make a sale — no matter the size of the deal. While selling is in my blood, I realized many years ago that selling didn’t come easy for everyone, especially MSPs.
I decided to do my part by helping MSPs turn into salespeople. I’ve done this by making sales a core component of the TruMethods framework and speaking at industry conferences, and on various webinars and podcasts about how MSPs can improve their sales skills. And you can’t forget the TruMethods blog, where I’ve contributed my insight on the selling process for hundreds of blog posts.
Here are six blog posts on selling you may have missed in 2021.
Operating your business at the seat of your pants is a recipe for disaster, as many of us can attest firsthand, but the same goes for running sales meetings with your salespeople. Without a well-defined structure in place, a sales meeting will produce nothing meaningful and waste everyone’s valuable time. Nothing will get accomplished, nobody will be held accountable, and you won’t sell monthly recurring revenue (MRR) at the right price for very long.
If you’re a TruMethods veteran, you were probably expecting this blog post any day now, but if you’re new to the TruMethods framework, this year may be your first selling season. Either way, selling season is underway, and it’s time for you to add new MRR at the right price.
Hiring more salespeople for your MSP business may be on your wish list for 2021, but if you don’t already have processes in place and don’t know what to look for during the hiring process, you may not hit your sales goals for the remainder of this year.
An important concept for MSP salespeople and business owners to grasp and understand is that the majority of the sales process should be focused on the prospect.
When it comes to MSP sales, I love the things that I have control over. Preparation, organization and discipline are some of those things that we can not only control, but also will lead to success in the sales process. If we don’t control the things we can, we are being a mediocre version of ourselves. Success and results will come from properly organizing yourself.
Building and maintaining a well-organized prospect database takes hard work and dedication, but over time, your salespeople will reap the benefits. But in order for them to do that, they’ll need to know where their leads are in the sales process at all times.