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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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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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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If you want to do more of something in your business (sell more, gain better results, improve processes), the first question you should ask yourself is: How do I spend my time? Let’s focus on the sales goal for a moment. Let’s say a main goal for your business...
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If you‘ve been around TruMethods for more than a year, you know what time of year it is: It’s selling season. Selling season is the time between September and the end of the year when the conditions are especially good for adding new MRR at the right price. Business leaders during this period are evaluating people, reviewing processes, and assessing vendors...
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An initial meeting with a prospect doesn’t have to be unpredictable.(In fact, it shouldn’t be.)The process of “setting the stage“during the initial conversation with a prospectincreases the likelihood of you being able to control the discussion from the onset, includinggetting the prospect to tell you no, which, believe it or not, isn’t necessarily always a bad thing. Most people avoid saying...
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When it comes to MSP sales, who doesn’t like a little FUD? Many sales methodologies were founded in FUD (fear, uncertainty and doubt). Certainly, selling IT services today offers a big opportunity for MSPs and their vendors to create fear, uncertainty and doubt. Now more than ever, MSPs rely...
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Many MSPs obsess too much over what they should say or do during sales appointments that they often forget about one of the most significant steps of the sales process — the preflight checklist. What you do before your sales meeting is more important than what you do during...
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I think we can all agree that the COVID-19 pandemic has presented MSPs with a range of new business opportunities, particularly in the cybersecurity space. Instead of trying to have conversations with prospects about why implementing enhanced security measures is essential, why not have candid discussions with business leaders...
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Many MSPs are having a tough time selling in the current climate. They fear they are being insensitive by reaching out to businesses during these unprecedented times. Here’s the thing, it’s simply not true. Now is the time businesses need you the most. If you reach out to your...
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