Kaseya Connect 2011- How to Build MSP Sales and Marketing Roadmap (MSP Sales Pros)

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  • Everyone we talk to have no idea why they are experiencing poor resultsFigure out why you are stuckYou need a process that you can repeat so you can can fine tune the metrics in order to get predicatble resultsYou need to put an end to the viscous ups and downs and run your business accordingly. You can’t plan for growth when you have no idea what your growth will be
  • Kaseya Connect 2011- How to Build MSP Sales and Marketing Roadmap (MSP Sales Pros)

    1. 1. The Checkpoints You Can’t Afford to Miss<br />MSP Sales & Marketing Roadmap<br />The Guide to Faster Sales <br />
    2. 2. Why Use a Roadmap<br /><ul><li>Stop the confusion!
    3. 3. Identify potential roadblocks!
    4. 4. Build a repeatable process!
    5. 5. Deliver predictable results!
    6. 6. Create a scalable process so you can grow!</li></li></ul><li>MSP SALES & MARKETING ROADMAP<br />Your Four Keys to Success<br />YOUR EXECUTION<br />YOUR FOCUS<br />YOUR SOLUTION<br />YOUR PLANNING<br />MSP Sales & Marketing Roadmap<br />
    7. 7. MSP SALES & MARKETING ROADMAP<br />YOUR FOCUS<br />MSP Sales & Marketing Roadmap<br />
    8. 8. FindYour FocusCheckpoint One<br /><ul><li>Identify the types of businesses you intend to target
    9. 9. Determine the size of the businesses will you target </li></li></ul><li>MSP SALES & MARKETING ROADMAP<br />YOUR FOCUS<br />Business Type<br />Business Size<br />Legal<br />8-20 <br />Legal<br />20-40<br />Healthcare<br />8-20<br />Healthcare<br />20-40<br />MSP Sales & Marketing Roadmap<br />
    10. 10. MSP SALES & MARKETING ROADMAP<br />YOUR FOCUS<br />YOUR SOLUTION<br />Business Type<br />Business Size<br />Legal<br />8-20 <br />Legal<br />20-40<br />Healthcare<br />8-20<br />Healthcare<br />20-40<br />MSP Sales & Marketing Roadmap<br />
    11. 11. BuildYour Solution<br />Key Checkpoints <br />Needs<br /> Analysis<br />Packaging<br /> Messaging<br />Competitive<br /> Analysis<br />
    12. 12. BuildYour Solution<br />Checkpoint Two<br />Needs<br /> Analysis<br />Understand how their business operates!<br /><ul><li> Know the key business drivers
    13. 13. Identify mission critical applications or processes
    14. 14. Know the basics:</li></ul>Improve efficiency - Faster response to clients <br />Meet or maintain regulatory compliance <br />Reduce operating costs - Eliminate risks<br />
    15. 15. BuildYour Solution<br />Checkpoint Three<br />Competitive<br />Analysis<br />How do they address their needs today?<br /><ul><li> Competitors
    16. 16. Some form of in-house IT
    17. 17. Their nephew</li></ul>Understand this so that you can effectively position against this!<br />
    18. 18. BuildYour Solution<br />Checkpoint Four<br />Packaging<br /> Messaging<br /><ul><li> If your messaging misses the mark, it’s nearly certain that your efforts to attract new customers will fail!
    19. 19. Show your prospects that you understand their business needs
    20. 20. Be seen as an expert in their field
    21. 21. Make sure your service offer addresses their business needs</li></li></ul><li>Creating a Service Offer<br /><ul><li>Productize your solution
    22. 22. Connect the dots
    23. 23. Avoid multiple service tiers
    24. 24. Show them the money
    25. 25. Never put pricing in your service offer
    26. 26. Your service offer is a sales tool, not a contract</li></li></ul><li>Creating a Service Offer<br />C<br />change<br />
    27. 27. Creating a Service Offer<br />
    28. 28. MSP SALES & MARKETING ROADMAP<br />YOUR FOCUS<br />YOUR SOLUTION<br />Business Type<br />Business Size<br />Needs Analysis<br />Comp<br />Analysis<br />Packaging<br />Messaging<br />Legal<br />8-20 <br />a<br />a<br />a<br />Legal<br />20-40<br />a<br />a<br />a<br />Healthcare<br />8-20<br />a<br />a<br />a<br />Healthcare<br />20-40<br />a<br />a<br />a<br />MSP Sales & Marketing Roadmap<br />
    29. 29. MSP SALES & MARKETING ROADMAP<br />YOUR FOCUS<br />YOUR SOLUTION<br />YOUR PLANNING<br />Business Type<br />Business Size<br />Needs Analysis<br />Comp<br />Analysis<br />Packaging<br />Messaging<br />Legal<br />8-20 <br />a<br />a<br />a<br />Legal<br />20-40<br />a<br />a<br />a<br />Healthcare<br />8-20<br />a<br />a<br />a<br />Healthcare<br />20-40<br />a<br />a<br />a<br />MSP Sales & Marketing Roadmap<br />
    30. 30. StartYour Planning<br />Key Checkpoints <br />Target Lists<br />Campaigns<br />Sales Tools<br />
    31. 31. Start Your Planning<br />Checkpoint Five<br />Target Lists<br />Where do you find your target accounts?<br /><ul><li> Online Lists</li></ul>Hoovers, Jigsaw, OneSource<br /><ul><li> Partners
    32. 32. Avoid cheap lists of unknown prospects
    33. 33. Make sure you have the data you need!</li></li></ul><li>Start Your Planning<br />Checkpoint Six<br />Sales Tools<br />You need a defined set of sales tools.<br /><ul><li> A Service offer designed to standout
    34. 34. Effective website content
    35. 35. Evaluation checklists
    36. 36. Email templates
    37. 37. Sales letter that get appointments</li></li></ul><li>Creating a Sales Letter<br /><ul><li>Get your letters opened!</li></ul>Stick to the basics<br />Avoid tricks and gimmicks<br /><ul><li>Get your letters read!</li></ul>Use wide margins – Make it look easy to read<br />Use a compelling headline – A question<br />Present an unknown problem<br />Plant a seed of doubt<br />Strong opening statements in each paragraph<br />Show how the current solution increases risk<br />Solve the problem<br />Additional business benefits<br />Call to action with a benefit for taking action<br />
    38. 38. Start Your Planning<br />Checkpoint Seven<br />Campaigns<br />cam·paign - a systematic course of aggressive activities for some specific purpose: a sales campaign. <br /><ul><li> Select the means of initial contact</li></ul>Direct Mail – email – Door to Door – Cold Call Speaking Engagements - Partnerships <br /><ul><li> Define the content
    39. 39. Define the volume and frequency</li></li></ul><li>MSP SALES & MARKETING ROADMAP<br />YOUR FOCUS<br />YOUR SOLUTION<br />YOUR PLANNING<br />Business Type<br />Business Size<br />Needs Analysis<br />Comp<br />Analysis<br />Packaging<br />Messaging<br />Target <br />Lists<br />Sales<br />Tools<br />Campaign<br />Planning<br />Legal<br />8-20 <br />a<br />a<br />a<br />a<br />a<br />a<br />Legal<br />20-40<br />a<br />a<br />a<br />a<br />a<br />a<br />Healthcare<br />8-20<br />a<br />a<br />a<br />a<br />a<br />a<br />Healthcare<br />20-40<br />a<br />a<br />a<br />a<br />a<br />a<br />MSP Sales & Marketing Roadmap<br />
    40. 40. MSP SALES & MARKETING ROADMAP<br />YOUR EXECUTION<br />YOUR FOCUS<br />YOUR SOLUTION<br />YOUR PLANNING<br />Business Type<br />Business Size<br />Needs Analysis<br />Comp<br />Analysis<br />Packaging<br />Messaging<br />Target <br />Lists<br />Sales<br />Tools<br />Campaign<br />Planning<br />Legal<br />8-20 <br />a<br />a<br />a<br />a<br />a<br />a<br />Legal<br />20-40<br />a<br />a<br />a<br />a<br />a<br />a<br />Healthcare<br />8-20<br />a<br />a<br />a<br />a<br />a<br />a<br />Healthcare<br />20-40<br />a<br />a<br />a<br />a<br />a<br />a<br />MSP Sales & Marketing Roadmap<br />
    41. 41. Begin Your Execution<br />Three Key Checkpoints <br />Goals<br />Metrics<br />Train <br />Refine<br />Sales <br />Process<br />
    42. 42. Begin Your Execution<br />Checkpoint Eight<br />Goals <br />Metrics<br />Set goals so that you can measure your success.<br /><ul><li> “ As many as possible” is not a goal!
    43. 43. Know the metrics:</li></ul>How many letters to get to a conversation?<br />How many conversations to get an appointment?<br />How many appointments to get a customer?<br /><ul><li> Improve the metrics</li></li></ul><li>Begin Your Execution<br />
    44. 44. Begin Your Execution<br />Checkpoint Nine<br />Sales<br />Process<br /><ul><li> Define contact types
    45. 45. Define conditions for each contact type
    46. 46. Document the stages of your Sales Cycle.
    47. 47. Define the deliverables for each stage
    48. 48. Identify the tools for each stage
    49. 49. Make sure your messaging is consistent in each stage
    50. 50. Optimize CRM</li></li></ul><li>Begin Your Execution<br />Checkpoint Nine<br />
    51. 51. Begin Your Execution<br />Checkpoint Ten<br />Train<br />Refine<br />Make sure the sales team understands:<br /><ul><li>The business drivers for the markets you target
    52. 52. Your solutions
    53. 53. Positioning your solutions
    54. 54. Your processes
    55. 55. The metrics
    56. 56. Analyze and refine frequently</li></li></ul><li>MSP SALES & MARKETING ROADMAP<br />YOUR EXECUTION<br />YOUR FOCUS<br />YOUR SOLUTION<br />YOUR PLANNING<br />Business Type<br />Business Size<br />Needs Analysis<br />Comp<br />Analysis<br />Packaging<br />Messaging<br />Target <br />Lists<br />Sales<br />Tools<br />Campaign<br />Planning<br />Goals<br />Metrics<br />Sales Process<br />Train<br />Refine<br />Legal<br />8-20 <br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />Legal<br />20-40<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />Healthcare<br />8-20<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />Healthcare<br />20-40<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />a<br />MSP Sales & Marketing Roadmap<br />
    57. 57. Questions? <br />
    58. 58. Special Promotion<br />MSP Pro Pack<br />$ 1495<br />S a l e s<br />M a r k e t i n g<br />MSP Pro Pack<br />
    59. 59. More Information?<br />info@mspsalespros.com<br />888.877.9538<br />

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