What Makes A “Qualified” Lead?

Robin Robins Blog, IT Marketing, MSP Marketing

Ah, the age-old whine of the failing salesperson: The leads are WEAK! Some people would automatically dismiss this as a lazy salesperson’s excuse (which often IS the case) – but thinking that ALL leads are good is just as foolish. There ARE times, when leads generated, are NOT qualified leads and not worth the effort of a salesperson to pursue …

Back To Basics Marketing 101: How To Classify And Qualify Inbound Leads To Maximize Sales

Robin Robins Blog, IT Marketing, MSP Marketing

Did you know IT services firms lose THOUSANDS of dollars every year due to very poor or non-existent follow up on the leads they generate? Recently we’ve been getting a LOT of questions from members wanting clarification on how to properly classify and qualify inbound leads to maximize sales.  I would suggest you read through and then go back to …

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 …

The Power of Take-Away Selling

Robin Robins IT Managed Services

I’ve heard it said that Harvard didn’t become the prestigious school they are today based on who they admitted; they become Harvard based on who they kept OUT. One of the most powerful sales and marketing techniques you can employ is take away selling. That is basically where you position yourself as “THE” go-to-expert in your city or industry and …