My all-time favorite book on sales, High Probability Selling, contains one of the BEST pieces of sales advice anyone could ever hear: Suppose I give you a deck of cards, face down, and tell you I’ll give you five dollars for every ace you find in the next two minutes. The only rule is that you can’t pick up the …
A giant mistake made by MSP Salespeople… Dad joke first: There was a race between a lettuce, a faucet and a tomato. The lettuce was a-head, the faucet was still running and the tomato was trying to ketchup. Save your applause, folks, I’ll be here all night. Okay, I shall not quit my day job. But to the point I …
For over two decades, MSPs/VARs/IT service companies owners, have been coming to me to fix their lead generation and new customer acquisition problems, asking me to create campaigns that bring highly qualified, highly motivated prospects to their door, eager and willing to be sold and unoffended or dissuaded by “high” fees…and I have. However, all too often I send them …
One mistake a lot of people make in lead generation is they have content out there, but the content doesn’t go anywhere. It’s like a pipeline that just goes into nothing. You’ve got to make sure that all the free information is set up and designed. The follow-up is set up and designed to sell the next step, which …
There are six ways to make every client worth more. By implementing these, you’re not constantly on the hunt for new clients. You can easily generate more MRR from the customers you already have. Here are the six: #1 Frequency Of Purchase (MRR) So guys again if you have break-fix customers and you are not doing everything you can …
A common excuse salespeople give for not closing sales: “We have a long sales cycle.” That’s code for “I can’t get a prospect to commit today.” That said, there are times when this is a legitimate reason for not being able to close sales faster, particularly when the sale is a big commitment financially or materially or is contingent on …
A big mistake made by all rookies and small businesses who don’t understand marketing: they try to appeal to EVERYONE or to too broad an audience with their message. When “everyone” is your customer, NOBODY is your customer; so, when MSPs tell me “everyone in Cleveland, Ohio, with at least 10 computers or more” is a “high probability” in terms …
People often say, “Don’t sweat the small stuff,” but in sales and marketing, that can be very, very bad advice. A rep who makes a “mistake” and forgets to call back when promised. Small stuff? A URL with a missing letter. A phone number with an incorrect digit on your website. One cent off the due postage for a giant …
