Recently, I was helping my daughter buy a car. I researched what we were looking for and called the local Mazda dealership to speak to a salesperson. But the conversation went differently than planned. Once connected to a salesperson, I said, “Here’s the car I want. Here’s the stock...
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A few months ago, I had the opportunity to present to more than 1,000 account managers at the Kaseya sales kickoff meeting in Miami. Thanks to the group’s vibrant energy and eagerness to learn, it was as enjoyable as any talk I’ve given. I shared stories about the struggles,...
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Do you know what time of the year it is? I’ll give you a hint. Many would say it’s the most wonderful time of the year! No, I’m not talking about the Christmas season (although that’s right around the corner, too). Everybody from all walks of life celebrates the...
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Every day I have conversations with MSPs that offer insights into their customers’ reservations regarding investing in security. I often hear, “My customers don’t see the critical importance of security,” or “My customers don’t believe they have anything cybercriminals might want.” But here’s an interesting fact: Your customers possess...
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The more your MSP business grows and increases its qualified leads, the more important it is to have someone dedicated to inside sales. Think about when would be the best time to hire an inside salesperson for your MSP, and then think about what type of person would be...
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By now, you’re wrapping up another year of selling. So, how did you do? Be honest with yourself. Did you generate new monthly recurring revenue (MRR) at the right price every month? Did you hit your quarterly sales goals? Did you diversify your customer base? How does your sales...
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The opportunity for MSPs to grow new logo sales has never been better. Our target markets have improved in every way. The sweet spots for the number of users in our target customers are rising. (Even our seat prices are increasing!) More targets willing to pay more for our...
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Most MSPs struggle with sales, specifically the ability to add new monthly recurring revenue at the right price. The root cause of MSP sales struggles is a weak go-to-market strategy. Our business model is very forgiving, right? It forgives many sins because we sell recurring revenue, and the average...
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MSPs are making cybersecurity sales harder than it needs to be. In fact, I hesitate to use the word “sales” because that is the center of the problem – customers feel like you’re trying to sell them. You shouldn’t be selling customer security enhancements or projects. Instead, you should...
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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...
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