One of the most important roles in your organizationis vCIO, forit encompasses a range of important responsibilities, including relationship management, client education, and life–cycle budgeting, many of which are essential to your organization’s success. Finding someone who can consistently deliver results as your vCIOrequires not only time, but also financial wherewithal. Once you find the right person to be your vCIO, one...
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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. I cannot stress enough how...
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Every business needs a competitive advantage that sets them apart. But, with so many MSPs in the industry today— and all of them offering the same basic set of services – how do you differentiate yourself? The answer is simple: Use your Super Power. Recently, TruMethods CTO Bob Penland and I held a webinar for our members...
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I always tell my children and my employees to never be afraid to fail. Failures and mistakes are the feedback we need on our way to success. Trying never to make a mistake is a sure route to mediocrity. I’ve had some success in my life because I’ve also...
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Sometimes your largest customers aren’t always your best customers. While your largest customers may be paying yours bills and then some, they may also be hurting your margins. Look carefully at what your customers are costing you. An MSP typically has a couple of large accounts. Combined, these customers...
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We’ve shared a first together: Selling during a global pandemic. It hasn’t been easy, has it? When the pandemic first hit, we were heading into uncharted waters. To some extent, we still don’t know what lies ahead, but we’ve been doing everything possible to prepare, especially when it comes to selling more at the right price. Despite...
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The Coronavirus outbreak is dominating not only the country’s news cycles, but our lives. Right now, we’re seeing how external factors can impact the economy quickly in a big way. No one knows what the ultimate impact will be on the global economy (or even your local economy). I’ve...
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The TruMethods sales process is a framework we built from years of sales experience. MSP sales success isn’t about buzzwords, magical closing techniques or Jedi mind tricks. The TruMethods sales process is about truth, sincerity and belief. It’s about educating prospects and customers on how to look at technology,...
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If your monthly recurring revenue (MRR) is down, it might be time to re-evaluate your sales process. In fact, even if your MSP’s MRR is increasing every month, you should still gauge your progress in the sales process on an ongoing basis. Then, every couple of months, re-evaluate your...
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Without a doubt, “trusted advisor” is one of the most overused and misused terms in the industry. We’ve all used it at some point or another. It’s how we’ve pitched ourselves to potential clients, right? “Think of us as your trusted advisor,” we’d say. It’s how we’ve been carrying...
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