TruMethods Blog

Keep Your Simple Shovel Nearby At All Times

The key to closing more MSP sales is keeping the process simple. Unbeknownst to us, we oftentimes complicate the sales process by focusing on the bottom of the value stack, where our competitors are — competing over pricing, technical issues and other out-of-date talking points. If you’re not currently closing as much business as you should, you might need to be hit upside the head with what we call the “simple shovel.”  

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| Author Gary Pica, tagged in msp sales

Why Do MSP Salespeople Fail?

It’s no secret: I’ve hired, managed and worked beside salespeople for more than 30 years. In every industry, I’ve seen salespeople fail for numerous reasons, but the percentage of salespeople I’ve watched fail or fall short of expectations in our industry is much higher that in any other market I’ve worked in — and I think I know why.

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| Author Gary Pica, tagged in sales coaching, msp sales

Are You Seeking Validation Or Truth?

I’ve given hundreds of speeches at industry events over the years. More often than not — and I’m not bragging — there’s a line of people waiting to speak to me after a presentation (and it’s usually not because of something I said on stage). Surprisingly, many of them stand in line to voice their own perspectives on the industry to me — even when they know their views run contrary to the advice I give. Are these people looking to pick a fight with me? No, they’re simply doing what we do every day — seek validation.

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| Author Gary Pica, tagged in business success

Inside Sales Hiring: What You Should Consider

Many MSPs are unfamiliar with the inside sales role, which makes hiring someone for the post a bit more difficult than other sales positions. While you don't have to be an expert on the inside sales role, you should still know what to expect from an inside salesperson and how to evaluate an inside sales candidate during the interviewing process.

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| Author Gary Pica, tagged in sales coaching, msp sales

The Power Of 'What If?'

Goal setting is something many MSPs struggle with. We’ve always been told to set attainable goals in business, but what if we didn’t? What if we challenged ourselves by setting goals outside of our own comfort zones? What do you think would happen then?

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| Author Gary Pica, tagged in MSP business planning, goal-setting

Where's TruMethods Heading?

If you attended Schnizzfest this year, you’re already aware of some of the exciting changes we’ve been making at TruMethods. Just in case you forgot where we’re heading as a company, I decided to dedicate this blog post to some of our major roadmap stops.

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| Author Gary Pica, tagged in technology success

Is It Time To Redefine Your Edges?

As an MSP your service offering is critical to your success. Your service offering “edges” should always evolve as your business grows and matures. If you haven’t taken a step back to assess your edges, then maybe you should begin today. With regard to edges, over time, you’ve learned what works, what doesn’t and why. Take the knowledge on pricing and packing you’ve acquired to redefine your edges.

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| Author Gary Pica, tagged in IT service, MSP packaging

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