The Impact of Ride Alongs for Your Managed IT Services Business

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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.



Category: Sales

About The Author

Hannah Erb

Hannah Erb, Director of Sales, is responsible for building the strategic vision for sales and marketing while providing business planning, education, training, and sales assistance to partners. She is also responsible for originating new partnerships for Collabrance. She was recognized as one of 2019's Women of the Channel by CRN, a brand of The Channel Company. Hannah started at Collabrance in 2013 as a Strategic Business Advisor. 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.