The Importance Of Demonstrating Your Expertise

Robin Robins Blog, IT Marketing, IT Sales

Here’s a chapter for “how NOT to close a prospect.” Last month Ryan Markel brought to my attention someone who is teaching MSPs how to grow their sales departments, suggesting we engage in some manner. Initially, I’m very interested, as I’m ever interested in bringing fresh new moneymaking ideas to my members. I instantly have ideas about how I can …

How A Strong Unique Selling Proposition Helps MSPs Market Themselves

Robin Robins Blog, IT Marketing, IT Sales, MSP Marketing

[vc_row][vc_column][vc_column_text]At Rapid Implementation Workshop we cover the USP, or unique selling proposition, in detail: what it is, what it is not, how to develop it and how to use it in your sales and marketing to unseat incumbent providers, close more business and fight price sensitivity. For those unfamiliar with the concept of a USP here’s the short of it. …

What Are The Steps To Properly Brand My New Startup Company? (My Answer)

Robin Robins Blog, IT Managed Services, IT Marketing, IT Sales, Managed Services, Technology Marketing

Two questions from Brad Ashmore, Practical Technology Services: 1. “Can you provide the steps to properly brand my new startup company?” 2. “What is the best way to find a qualified business partner to join me in this new venture?” As a new startup, you have a special place in my heart because I’ve been in your shoes. And since you’re …

Some “Tough Love” For Valentine’s Day

Robin Robins IT Sales

5%…15%…80%   Assemble any population. Randomly poll 100 business owners in your area in the IT industry. Look at your client base. Your employees. Your entire circle of friends. 100 sales people. Athletes or artists. Any small town. Your town. All the clients you serve. Here’s what you’ll find: the population can be divided into three distinct groups – 5%, 15% …

Why Being A “Good” Technician, Manager, Salesperson Or Entrepreneur Is NOT Enough – You Need To Apply The “Second Effort”

Robin Robins Computer Consultants, IT Managed Services, IT Sales

Vince Lombardi loved to talk about the concept of the second effort. In fact, it’s the basis of a short sales training movie created in 1968 that is still showed to sales teams in training programs today. Lombardi is famous for showing his players football clips of receivers who almost caught the ball, but let it slip through their fingers. …