6 min read

The 6 Steps of the IT Consultative Sales Process

By Denes Purnhauser on Jun 25, 2020

The currently dominant sales processes aren’t able to generate enough leads nor provide proper differentiation for MSPs. This undermines any chance for predictable growth. When they aren’t able to win new business in a predictable way, managed services providers can’t grow, develop new services, hire the ‘A’ players, develop internal processes or scale. The root problem is that the current transactional (the client is looking for an IT provider) and solution (IT Infrastructure or NIST Cybersecurity Assessments) sales models are reactionary. These methods assume that the client understands the problem and has a pretty good idea of the solution they’re looking for. These models don’t enable the managed services provider to elevate the message, educate the client about what’s important, differentiate the MSP’s offering, set proper expectations, or start a conversation without a buying intent. The IT consultative sales process does all of that and thus provides far more predictability.

Topics: Managed Services Providers IT Sales MSP IT Consultative Sales Win New Clients
9 min read

5 reasons MSPs do not have predictable IT sales

By Denes Purnhauser on Jun 18, 2020

 

If you are reading this blog, it’s likely that you’re the best managed IT service provider in town, you have the most mature offering, hire and train the best people, and have the best internal processes an MSP can imagine. However, it’s also probable that your sales are just not at the level you want them to be. You are not alone. Even the best MSPs have issues with sales. But underperformance in sales is only one symptom of the problem. The root cause is that your sales are not predictable, and this leads to all sorts of issues. Let's dig into the cause, then see what you can do, then develop a plan to make this happen!

Topics: IT Sales Person Managed Services Providers IT Consultative Sales Win New Clients
3 min read

Your web conference setup sucks (and how to fix it)

By Adam Walter on May 5, 2020

In today’s distributed workforce everyone is settling into a routine. Many, however,  haven't really put objective thought into how their presence is viewed by their clients. We are still playing by old rules: dress nice, speak clearly, have a predefined agenda. This is no longer the case, and it takes a back seat to web presence. So, for those of you who don’t want to read this whole thing, here are the 3 things you need to know.

  1. Your web setup is too casual and unprofessional.
  2. Your current setup will cost you customers in the long run.
  3. For less than the cost of a new outfit you can distinguish yourself.
Topics: vCIO IT Consultative Sales IT Client Engagement Adam Walter
2 min read

5 Reasons You Lose Deals to Your Competitors

By Mark Woldman on Oct 18, 2019

Are you struggling to sell Managed Services?

If you are struggling to sell services, don't worry, you are not alone. MSPs of all sizes are feeling the pinch when it comes to sales, so this struggle is not exclusive to you. 

Factors such as increases in competition, frugal clients, poor product positioning, diminishing referrals and lack of overall strategy, cumulatively contribute to a continual decline in sales.

Leads are at an all time low and the cost of generating leads is at an all time high. In light of this, it is more important than ever to utilize ways to set yourself apart from the crowd, secure your role as an industry expert and thus, gain credibility from existing and future clients.

Topics: IT Sales Person IT Sales MSP IT Consultative Sales Win New Clients
2 min read

Make Your MSP Blog a IT Sales Tool

By Derek Marin on Sep 6, 2019

Okay, you just exchanged business cards with the owner of an accounting firm during a chamber event. 

He said, “Sure, let’s plan on meeting some time over the next 2 weeks.

Awesome! You left the event with a qualified lead! Plus, he agreed to meet and he already shook your hand. 

The problem, because we all know it’s never that easy, is that there’s a delay. You couldn’t ask him much of anything, and nevermind describing what makes your MSP unique.

There’s no set date for the appointment, and who knows, he may bump into a competitor or research online in the next 10 days!

So, what do we do now?

Topics: Managed Services Providers Inbound Marketing for IT Companies IT Sales MSP Demand Generation for IT Companies Marketing for IT Companies IT Consultative Sales Win New Clients
3 min read

Why MSPs are not closing business enough

By Mark Woldman on Aug 5, 2019

You pro­vide a great ser­vice, the price is right, your mar­ket­ing cam­paign is spot-on, yet very few deals are actu­ally clos­ing? Does this sound like your com­pany? Sadly, a good offer often times isn’t enough to win a client over. Some­times a lower level com­peti­tor gets the busi­ness. Why? Bet­ter sales tech­niques. In order to go from con­tact to con­tract, you need to be one step ahead of your com­peti­tors, espe­cially as it relates to sales processes and tech­niques. Fol­low­ing are some help­ful tips that will help you close the sale faster – and eas­ier – than ever:

Topics: IT Sales Person IT Sales IT Consultative Sales
2 min read

Start vCIO with Quick Productized Projects

By Denes Purnhauser on Mar 2, 2017

Starting vCIO services can be a struggle not just for you and your people, but for the clients too. There are some established expectations of vCIO services, which sets a hurdle right at their kickoff of these services. There is, however, a natural way of solving this problem: use easy to sell and easy to deliver productized vCIO projects.

Of course, developing such effective and elegant solutions does take time, so we’ve set up a shortcut to start, and let you build up vCIO Project products instead. Don’t worry - this isn’t taking on new work - just solve problems you’re expected to already, but start getting paid for all you do.

Let's see seven examples of typical vCIO products:

Topics: vCIO IT Management Virtual CIO IT Consultative Sales IT Account Management MSP Pricing
4 min read

3 Best IT reports for MSPs looking to better communicate with clients

By Denes Purnhauser on Jun 20, 2016

Having been inspired by the business model canvas, we started our own IT Management Canvas almost three years ago. We’re thrilled to see how creatively people adopt the canvas with the related questionnaire and instigate vibrant client engagement. Through our development of vCIO and IT Security related assessments, the new canvases have been born. Let's check out the revision of the original IT management Canvas, the IT Security Canvas and the vCIO Canvas.

Topics: vCIO IT Sales Person MSP Virtual CIO CIO IT Consultative Sales Managed Services Platform
5 min read

Terrible buying process for Managed Services

By Dr Peter Torbagyi on Jun 10, 2016

People are talking about MSP sales processes when it comes to discussion of new client acquisition. I believe we should see the process from the customer's perspective and realize that the buying process for them is terrible. Given the current typical buying process, a working future strategic relationship is becoming less and less likely. Let's take a look why the process is broken and see if we can figure a fix.

There are three major underlying issues causing this trouble:

Topics: IT Sales Person Managed Services Providers MSP IT Consultative Sales
6 min read

4 Disciplines of MSP Service Development

By Denes Purnhauser on Mar 4, 2016

 

One of the most under-appreciated success factors of an MSP is its capacity to develop services. We’re the purveyors of Managed Services; there are hundreds in the repertoire of any given MSP. This keeps us busy - going from concept to a product that can be sold and delivered is a long road. While product based companies have a process for product development, we service companies too often overlook the value in this powerful business practice, where all our innovation, differentiation, profitability and growth can be formulated in advance.

The trend of fragmentation in services - into verticals, delivery tools, integrations - just multiplies the need for planned process.

The usual development process for managed services providers is to do a project - develop something that solves a problem for (and with) a specific client and standardize it later. This can lead to long term future revenue, but without a clear process mixing up service development and the real revenue generating activity of the company will not only kill our internal productivity, but likely our relationship with the client, if everything they see is always in beta testing.

Let’s identify some basics to ensure our process is better than the average and pull ahead of the competition.

Topics: vCIO IT Sales Person IT Management MSP Demand Generation for IT Companies Marketing for IT Companies Virtual CIO IT Consultative Sales
5 min read

How Slack app can be a revenue generator for your MSP

By Denes Purnhauser on Jan 29, 2016

Last week we went through how we can stop giving out free advice and making consultation a revenue generator. Let’s see that in practice. Our example today is Slack app, the latest silicon valley unicorn (1B+ valuation). Slack, in most cases, is a free tool designed to enhance your internal communication. So how can we as cloud service providers deliver value and earn revenue with this great tool.

Topics: IT Sales Person Managed Services Providers IT Sales MSP IT Consultative Sales Implement New IT Services Cloud Services
7 min read

The Fall of the Era of Free IT Advice

By Denes Purnhauser on Jan 21, 2016

Many IT managed services providers (MSPs) and internet telephony service providers (ITPs) are suffering the challenges of charging for IT consultation. The IT industry has taught its customers that we sell big expensive boxed packages that come with free consultation, placing the value in the big boxes and none in the advice. There are no big expensive boxes anymore, but still the advice remains free. However a systemic shift is taking shape finally reversing this conundrum. It is about offering low-cost SaaS applications and solutions with high-grade consultation fees, placing more value in the advice rather than the tool.

Topics: vCIO IT Management Virtual Chief Information Officer IT Sales MSP Virtual CIO CIO IT Consultative Sales
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