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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

How to transition to High-Value Business Partners during the recession

By Denes Purnhauser on Mar 25, 2020

The narrative is about to change now. With the recession coming only high-value and proven partnerships are going to last. All fat is going to be on the chopping block. High-value strategic relationships with technology providers will be critical for all organizations. In this blog I teamed up with Rich Anderson to probe some thoughts on the opportunities and conduct a practical walkthrough with inspiration on how to actually do it.

Topics: IT Client Engagement Strategic Leadership Win New Clients Technical Account Manager
2 min read

Remote Work Readiness Insights from MSPs

By Myles Olson on Mar 18, 2020

Thoughts from our Covid-19 Remote Work Readiness Webinars

We're certainly living in unprecedented times right now. With many businesses looking to stay productive while sending staff home to work, there's never been a time when technology has been so crucial to the economy. Now is the time for MSPs and IT Solutions Providers to leadership with technology solutions that will save their clients

Topics: IT Client Engagement Win New Clients
4 min read

Managed Services Platform Account Manager Report 2019

By Dr Peter Torbagyi on Dec 13, 2019

In our previous blog post, we reviewed how we typically see our vCIO community members from 2019, so now let’s look at another report regarding our other active community of more than 700 account managers that are working with us today.

Topics: IT Account Management Win New Clients Technical Account Manager Managed Services Platform
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
9 min read

Accelerate Your Growth with the new features just released

By Denes Purnhauser on Oct 18, 2019

I am happy to introduce the sets of software features, updated templates, expert guide content and super specific programs to accelerate your growth! If your Account Management is not producing project revenues, your vCIO is not getting paid for advice, your Sales people are not getting leads or your cyber security services are not being sold then this release is for you! This is what we are going to cover:

  1. New Software Features for Growth
  2. Expert Guides for Growth
  3. Role Specific Programs for Growth
  4. Quarterly Sprints for Growth
Topics: vCIO IT Sales Person Business Building for IT Companies IT Account Management IT Client Engagement NIST Cyber Security Implement New IT Services Win New Clients Profitable Operations Technical Account Manager Skip Ziegler
4 min read

Unleash Your Growth Potential

By Denes Purnhauser on Oct 11, 2019

Whether you’re a “one-man-band”, an emerging MSP with a handful of people, a team about to reach the 20 people mark or even a large 50+ organization you have one thing in common: you may have reached a growth plateau and want to unleash your potential to get to the next level. In hindsight you can recognize that it all comes back to bottlenecks in your organization’s capabilities to unleash those potentials role by role: Account Management, vCIO, Technical Account Management, IT Sales, Cyber Security and even the owners. All of them have low-hanging-fruit opportunities and by snagging those you can get to the next level in a smooth, predictable way.

Topics: vCIO IT Sales Person Managed Services Providers MSP IT Account Management IT Client Engagement Implement New IT Services Win New Clients Profitable Operations Managed Services Platform
2 min read

How Do I Get Visitors to Engage with My Website?

By Russell Stalters on Oct 8, 2019

How to Do I Get Visitors to Engage with My Website?

I mentioned this in my last Blog post. We live in a very “noisy” world and we need to grab their attention in less than a couple of seconds.

This is true for our website too. People don’t read website content any longer. When someone lands on your homepage they will start skimming the page very quickly to decide if they want to spend more time diving deeper.

Topics: Inbound Marketing for IT Companies MSP Marketing for IT Companies Win New Clients StoryBrand
2 min read

How to Make Managed Service Provider Marketing Better

By Russell Stalters on Sep 11, 2019

Here are two ways to make your making better.

Managed Service Providers (MSPs) most often have really complex solutions. One challenge most people in the IT industry suffer is the “curse of knowledge”. The term was coined by Chip and Dan Heath back in 2006 and then they wrote about it in their 2007 book, “Made to Stick: Why Some Ideas Survive and Others Die”. Later, Lee Lefever described practical ways to combat the “curse of knowledge” in his book “The Art of Explanation: Making your Ideas, Products, and Services Easier to Understand”. I highly recommend both of these books to anyone who is marketing and selling IT solutions.

Topics: Inbound Marketing for IT Companies MSP Marketing for IT Companies Win New Clients StoryBrand MSP Marketing
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
2 min read

Break Your IT Sales Barriers with Ian Altman

By Denes Purnhauser on Dec 4, 2015

We are starting our "MSP 2.0 bestseller" monthly book review. We want to start strong, so the first book of this series is the new consultative selling holy bible, Same Side Selling. The co-author, Ian Altman, CEO of Grow My Revenue, is a sales visionary, bestselling author, Forbes contributor and keynote speaker.

While speaking with Ian it became clear he knows how to win the hardest battle IT managed services providers have ever faced: commoditization of the IT infrastructure services and the resulting price pressure, shrinking margins, and the lack of differentiation from competition.

Topics: IT Sales Person Managed Services Providers IT Sales MSP MSP Bestseller Series IT Consultative Sales Win New Clients Managed Services Platform
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