unique selling proposition

6 Unprofessional Behaviors Of MSP Salespeople During The Corona Crisis That Need To Stop

Robin RobinsEntrepreneurship, IT Managed Services, IT Marketing, IT Sales, MSP Marketing

Salespeople do all sorts of stupid things that cause them to lose sales on a NORMAL day, but when the world is facing a crisis like the one we’re all in now with the coronavirus, these behaviors are unforgivable and need to end. #1. Prospecting as though nothing is going on (click to watch video). Let’s consider what might be going …

unique selling proposition

Sales Ramp: 3 Irrefutable Signs That You Need To Fire Someone

Robin RobinsEntrepreneurship, IT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing

Here’s a real e-mail I received from a client this week: “Robin, do you think not hitting sales quota for the past year is a reason to let my salesperson go?” Don’t laugh – we’ve ALL kept an employee long past their expiration date. On several occasions I made the mistake of keeping someone with the hopes that they – …

We Hit The Impassable $3 Million Wall, Then Used A $58,253-A-Month Wrecking Ball And Raced To $4.5 Million!

Nick KnowltonGenius of the Month

50% Growth For 2 Straight Years Seemed TOO Easy. For the first few years, RoundTable Technology had the great fortune of growing organically through word of mouth, referrals and a couple of small acquisitions. I took my seat at the RoundTable in 2016 to help with sales and business development. At first, my job was a breeze since new contracts …

unique selling proposition

When Is It Good To Scare Your Customers And Prospects?

Robin RobinsIT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing, Technology Marketing

Halloween is upon is, as is my final installment of scary business stories. This week is a lesson in spooking your own clients. Because the need for IT services can be easy to shrug off until you’re faced with disaster. A force of nature hits and they’re not properly backed up. A “ghost” clicks a link in a phishing e-mail …

unique selling proposition

Are You Scaring Away Potential Clients With These Mistakes?

Robin RobinsIT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing

As a lover of Halloween and all things spooky, my favorite time of year is here. But there are things that truly frighten me, like bad business practices. So gather ‘round for the “Tale Of The Lost Prospect.” Often we’ll get this e-mail from a member: “I ran the X campaign and got Y leads, but none of them closed …

unique selling proposition

Five List Management Tips That Will Make Your Marketing And Your Business More Valuable

Robin RobinsIT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing

Last week I revealed to you that the secret to above average results in your business is the care, development and management of your list. Now that you know the secret and you’ve had some time to think about it, you’re probably wondering what you can do to make your list a true asset. Here’s a quick list of disciplines …

unique selling proposition

This Is The Single Most Valuable And Important Marketing Asset In Your Organization

Robin RobinsIT Managed Services, IT Marketing, IT Sales, Managed Services, MSP Marketing

Harken unto me as I reveal THE secret shared by highly successful entrepreneurs, sales professionals and marketers that is completely missed by the masses. This IS the difference between businesses that enjoy above-average results and even extraordinary success and the vast mediocre majority. What is it? They are obsessed with the care, development and management of their LIST. Without a …

unique selling proposition

Critical Strategy For MSP Sales Success: Negative Preparation

Robin RobinsManaged Services, MSP Marketing, Technology Marketing

From sales expert Jack Daly: there’s hardly anything that goes on in a sales call that couldn’t be anticipated before one’s arrival. I would modify that slightly: there’s hardly anything NEGATIVE that goes on in a sales call that couldn’t be anticipated and PLANNED FOR before one’s arrival. A couple of years ago at the Chicago Roadshow, mid-morning the first …