From Contact to Contract: Top 5 MSP Sales Practices to Win More Customers

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In this 60 minute webinar, MSP sales expert Mark Woldman will discuss 5 sales best practices to increase the size of your sales pipeline. New MSP sales tips you'll learn: Designing – how to create an effective process that moves deals through your pipeline faster and more often Messaging – how to create compelling, unique messages that get prospects to engage with you Prospecting – how to prospect like a pro and open doors like never before Qualifying – how to identify your best deals (and avoid wasting time on deals that will never close) Closing – how to set up “the close” in your very first meeting Who Should Attend: MSP Owners, MSP Sales Executives, MSP Sales Managers, MSP Sales Representatives, MSP Operations Professionals

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From Contact to Contract: Top 5 MSP Sales Practices to Win More Customers

  1. 1. From Contact to Contract:Top 5 MSP Sales Practices toWin More CustomersJanuary 24, 2012
  2. 2. Agenda • Introductions • Our sponsor • Our MSP sales expert – Designing an effective sales process – Messaging that get prospects to engage with you – Prospecting to open doors like never before – Qualifying (avoid wasting time on bad deals) – Closing like a pro • Recap • Q&A2
  3. 3. Our Speakers Mark Woldman Owner & MSP Expert MSP Sales Pros Alex Brandt Director Kaseya3
  4. 4. Stay for Q&A and you may win!
  5. 5. About Kaseya Patented #7,827,547 #7,620,707 • Enterprise-class IT systems management for everybody • Value Proposition – A single Kaseya user can proactively manage 1,000s of automated IT systems tasks in the same amount of time required by a team of technicians using other techniques • Key Facts – Founded 2000 – Privately held, no debt, no external capital requirements – 33 offices worldwide in 20 countries with 450+ employees – 10,000+ customers – 5,000,000+ assets managed – Patented IT service delivery process & remote IT management process • 7 patents pending – FIPS 140-2 security compliant – ITIL v3 compliant5
  6. 6. The Kaseya Solution for Automated Managed Services • Comprehensive – Automates all systems management tasks – Expert RMM via Kaseya Live Connect & ITIL SD – Integration friendly (PSA) – Scalable and flexible • Uncomplicated – Lightweight, 1 agent – Cross platform – Thousands of pre-built scripts – Easy to install & use via a www.kaseya.com/solutions.aspx single pane • Affordable – On-premise or cloud6
  7. 7. MSP Benefits via Kaseya 60%+ use Kaseya • Higher revenue – Integration gives you more services to offer • Higher profit – Integration means fewer techs per managed machine and cloud means pay as you go & grow • Better service delivery – Automation provides standardization, which means faster responses with less errors • Better control – Integration means it all ties together so you can actually see everything you need7
  8. 8. How would you describe yoursales and marketing strategy?a. What strategy?b. We have quarterly goals but struggle to execute effectivelyc. We have a well documented plan but our results are inconsistentd. We have a solid plan that delivers repeatable, predictable results
  9. 9. about MSP Sales Pros • over 10 years experience in IT Services • 15 years creating sales and marketing strategies for B2B • 1 man shop to 500 plus employees • experience with every major RMM/ PSA /CRM9
  10. 10. 5 best practices • design your strategy • create your message • improve your prospecting • keys to qualifying • setting up the close10
  11. 11. your strategy • define your markets • develop your solution • complete your planning • begin your execution11
  12. 12. your focus • know your target market • identify your sweet spot • speak their language12
  13. 13. your solution • understand the business drivers • the right service offer • market specific solutions13
  14. 14. your planning • assemble target lists • define sales tools • design campaigns14
  15. 15. your execution • define goals and metrics • develop your sales process15
  16. 16. messaging • tell a compelling story • leverage your service offer • consistency is key • one size does not fit all16
  17. 17. everything is connected17
  18. 18. prospecting • be prepared • point solution vs. general message • avoid “easy out” questions • eliminate common objections • provide value and credibility • use highly acceptable next steps • email follow up is a must18
  19. 19. Email follow up19
  20. 20. objections • learn to eliminate objections • happy with current vendor • not interested • no budget • don’t need that • don’t have time to talk20
  21. 21. qualifying • why is this so important • the 4 keys decision maker budget requirements timeline • critical tools21
  22. 22. closing • early and often • get to NO • meaningful next steps • avoid “just checking in” • know how each deal will close22
  23. 23. commitment • must be disciplined • it will get easier • do not give up • look to improve23
  24. 24. recap • design a strategy & stick to it • create a compelling message • prospect smarter • qualify, qualify, and qualify • close early and close often24
  25. 25. Next Steps • For more information about MSP Sales Pros www.mspsalespros.com • For a free live product demo: www.kaseya.com/demo • For a free trial: www.kaseya.com/freetrial • For a price quote: www.kaseya.com/pricequote • To speak with us: www.kaseya.com/contactme25 /KaseyaFan /kaseya @kaseyacorp

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