Solution selling isn’t a new concept. The problem-based methodology gained popularity in the 1980s and has remained a classic sales blueprint since – for good reason! It’s a simple formula built around identifying a prospect’s needs and recommending products and services that will benefit their business on a “big picture” scale.
It’s not an easy time in managed IT. In a crowded market, service providers are under pressure to deliver a comprehensive IT solution with high-quality service, while behind the scenes, challenges with labor shortages and customer acquisition persist – all while managing the complexities and costs of multiple vendors and technology that’s always changing in an ever-competitive ecosystem. And despite a growing trend of midsized companies favoring in-house technology solutions to keep costs down, the global managed services market continues to expand – forecasted to grow 14% annually through 2030. MSPs who want to survive and thrive in an IT landscape that’s evolving at breakneck speed need to plant seeds today that will help them provide solutions that are secure, reliable, and efficient well into the future.
As a managed services provider (MSP), you know how important it is to provide reliable, secure, and thoughtful IT solutions to your customers. But just as important as your service offering is the way you sell your services. Without careful planning and strategy, you risk running into pitfalls that slow growth and, at worst, damage your company’s reputation. In this blog post, we will discuss some of the most common mistakes MSPs make in the sales process and effective ways to avoid them.
Email marketing is a cost-effective, easy-to-track tactic to reach your target customers with personalized and relevant content related to your business’s products and services. The goal of email marketing is to build customer relationships and ultimately drive sales – but to be successful, a thoughtfully planned strategy is key. Follow these five steps to get started with email marketing.
Last year, I took on the dauting task of redesigning the Collabrance website. The “old” website wasn’t that old, and it wasn’t bad; it had just become overgrown with too much information. Not only was it difficult for prospective customers to find the information they needed, it was difficult for us – Collabrance – to ensure the information we most wanted our customers to see was the information being surfaced. It was time to de-clutter.
A topic that comes up often in discussions with MSPs is when to "talk price" with prospective clients. There isn’t a perfect time in the sales motion to bring up costs for everyone. However, in this blog, we will compare the pros and cons of different approaches so you can determine what the best option for your business is.
