Image Above: Hannah O’Donnell, Director of Sales at Collabrance, worked with Michael Cummings from STP Institute, to put on our first MSP Sales Transformation Workshop in Marina Del Rey, CA.
Collabrance and the Sales Transformation Program (STP) Institute brought together an intimate group of MSPs looking to break new records for their managed services business in 2020. These MSPs dedicated two days to learning best practices to transform their sales and marketing results. During this Sales Workshop, STP reviewed the 6 Pillars of Prospecting:
Image Above: MSPs who are following the 6 pillars in the STP program are adding 1-2 new MRR clients each month.
Past trainings we have held together with STP have traditionally been focused on the sales process from qualification to close. These best practices and processes are extremely important, but the reality is none of this matters if you don’t have the leads to take through the process. So how do MSPs fill their sales funnel with qualified leads?
I was brought in to share MSP lead generation best practices (marketing being the 6th pillar), and how to support today’s buyer based on how customer's behavior has changed. There are several different tactics MSPs can use in efforts to generate leads, but one area we focused on during this workshop was video.
Collabrance has seen great response rates since incorporating video into our everyday behavior. Using video in your sales and marketing process helps you have 1:many conversations, and personalize your message. You’re a technology company and video helps position your message to stand out differently.
Video is not easy and can be uncomfortable for some people. Taking the leap to try it is the first step towards implementing this best practice into your everyday sales and marketing efforts.
Image Above: MSPs role play sales and marketing best practices at STP Workshop
(Sean Dahlman from Pantheon Computers, and Shawn Phan from Numa Networks).
During the STP Workshop not only did we talk about video concepts, we put them in action and got started right away! Every attendee practiced a video, and then we shared them all on the big screen, provided feedback and gave kudos to one another. The most gratifying part was the feeling of accomplishment I heard and saw from everyone in the room.
Video is important and can be impactful. In the next year, we expect 80% of all content consumed online will be video (Marcus Sheridan “They Ask, You Answer”). So how can MSPs generate and engage leads with videos?
Image Above: Sean Dahlman from Pantheon Computer's shares a thank you video on LinkedIn.There are several sales video ideas MSPs can implement in their business to get started:
Not everyone one likes their first video, just keep going - you can do it! The more you stop, the harder it will get. Continue to have a conversation on camera and remember… we are all human! Kudos to you for trying video and putting yourself out there. Video is not going away. To adapt to today’s buyer, start using video in your managed services business.
Marketing and lead generation continues to be identified by MSPs as a top challenge in their managed services business. To overcome these challenges and help you generate more opportunities, join our quarterly digital marketing insights educational webinars. Our next topic on April 23rd at Noon CDT will share “How to Build Your Online Reputation and Presence with SEO, Google & Online Reviews.”
Hannah O'Donnell, 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.