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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It’s the most wonderful time of the year: It’s selling season. From now until the end of the year,the climate to add new clients is optimal. TruMethods members are high performers, so they’re adding new customers at the right price every quarter, but during selling season, sales increase for many...
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While many MSPs understand where the presentation falls within the sales process, they struggle with — believe it or not —identifying when they’re presenting to clients; delivering presentations; and guiding prospects through essential decisions. Now, thereare two main parts of the sales process: before you present(where prospects are willing to share pain)and after...
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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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To be able to successfully execute your MSP sales plan for the year, your sales engine needs to be running at peak performance. If it’s not, it’s probably time for a sales engine tune-up — and just like any tune-up, there’s a sales checklist to follow to ensure everything...
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Many MSPs are struggling with promoting themselves on social media platforms, which isn’t a surprise: Marketing has always been a top challenge for MSPs. Over the years, more and more MSPs have become interested in deploying social media strategies to increase brand awareness and generate leads for their sales...
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Eighty percent of your MSP sales process should revolve around you assessing the results your prospects are getting today. You accomplish this by asking them technical questions, finding how much they’re investing in technology and inquiring about their businesses. We do this so we can determine the best way...
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When it comes to selling the value of the Technology Success Process to prospects, we stress to TruMethods members the importance of simplifying the sales process. Remember: Simplicity equals success. Over-complicating the sales process by focusing on the bottom of the value stack — pricing, technical issues, etc. —...
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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...
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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...
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