We are a few weeks into 2023. Here are a few action items to complete to ensure this year is filled with positivity and growth. Sales Have a direct conversation with the prospects in your pipeline. Ask them if they’re going to buy. “Hey, we’ve been talking for a...
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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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I’ve got some big news for TruMethods members and the MSP community at large: TruMethods is hosting its first MSP Success Summit in December — and you’re invited! The MSP Success Summit is a week-long event designed to help MSPs climb the mountain of MSP Success. But reaching the...
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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 aren’t cultivating enough COIs (centers of influence) to generate new business. While there are many ways to generate leads, COIs are a keystone of your warm lead generation process. Unlike other lead generation strategies, including cold calls and inbound marketing, COIs generate warm leads for your business,...
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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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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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