The Impact of Ride Alongs for Your Managed IT Services Business
Be Different. Deliver Excellence.
Sep 20, 2016
Qualify More Leads and Close
More Managed IT Sales with Ride Alongs
The best way to build a relationship is in person. In person, you get someone’s undivided attention, the ability to see their reactions, and the opportunity to answer questions on the spot. Instead of hammering the phones each and every day to fill your Managed IT pipeline, get out in front of potential prospects by performing ride alongs with your Sales Reps.
Ride Alongs with Sales Reps will help you:
Increase Qualified Leads
Let the SME be the expert in Managed IT Services at the appointment. After the customer meeting, debrief to discuss and educate Sales Reps on which leads are good, which are not, and WHY!
Get the Word Out- You’re an IT Provider!
Proactively show your customers how you can help them achieve their business goals by introducing your dedicated IT expert. If not now, when your customer has pain (because it will happen) they will come running to you, not your competitor.
Shorten the Sales Cycle
Focusing your time on qualified leads who see IT as an investment while having an expert alongside to address any questions or concerns, will move prospects through the sales process faster. END OF STORY…
You already have a base of customer’s that love you, so leverage that relationship and show them the value Managed IT Services has to their business by having your SME regularly get out of the office and perform ride alongs with your sales reps.
Hannah Erb, an Account Manager for Collabrance, is responsible for sharing best practices, coaching and training partners to help them achieve Managed IT success faster. Hannah started at Collabrance in 2013 and developed her role from scratch. In 2014, Hannah was nominated by her peers and won Rookie of the Year, and in 2015 became a member of the 100% Sales Achievement Club at GreatAmerica. Hannah earned her business degree in Marketing and Management Information Systems from the University of Iowa.