If you’ve been a TruMethods member for a while, you’re more than likely in the process of creating your sales plan for 2022. In fact, if you’re a World Class MSP, you probably already have a plan ready to go for the new year. But if you’re new to...
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MSPs are getting creative with their sales conversations. For example, some MSPs are offering qualified prospects free risk assessments in an attempt to move their sales discussions along. While this is a potential strategic tool to use with qualified prospects, be careful making assessments a part of every sale,...
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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...
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The goal of every MSP should be to have a list of “warm prospects” These are prospects that you know a lot about and they know something about you. You feel they are an “A” prospect that you are determined to do business with. Ultimately, you would like to...
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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 monthly recurring revenue (MRR) at the right price. “Selling season” is the timeframe between this week and the end...
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While there’s much debate over how many verticals an MSP should specialize in, the general consensus among IT professionals seems to be that specializing in one or more verticals is typically a good business decision for MSPs. But for how long should an MSP specialize in a vertical market?...
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If a prospect tells you that he or she has “got a guy” for IT, you’re not dead in the water. It’s just another objection for you to overcome. As a salesperson, you’re used to objections by now, aren’t you? In fact, you’ve probably heard many of the common...
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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. One thing to remember before moving forward with hiring another...
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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. Once in a while, you can slip into making the process about you and your own company. For example, if you are...
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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 will lead to success in the sales process. If we don’t control the things we can, we are...
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