Every organization faces specific challenges at various stages of the sales cycle – from lead generation to closing new business. Sales enablement and automation is what can set a provider of manager services apart from the competition.

Getting Started

We can start with some background by looking first at the sales funnel model. It can accept lots of information from various outlets, direct sales, SEO, tele-sales, email, advertising, social and networking, to name a few. This is exactly what a MSP wants. Lots of sources of possible leads.

However, as is typical in any funnel, the information that goes in can get stuck when too much of it stays in the middle. This is what happens when you have a lot of leads (a good thing) but either not enough assets to move them through the funnel or the right assets at the right time (a bad thing). Sometimes, it might be you have both the assets and the leads but you don’t have the internal resources necessary (a very bad thing). Most likely, these are problems you recognize because you’re focussed on running the business or trying to close on active sales leads.

A good Sales Enablement software platform will provide your company with the tools needed to turn a lead into a customer.
In the next few blogs we will look at specific challenges a service provider like you faces and how software can provide the solutions. Today, we look at the problem of lead generation.

MSP Challenge: Generating Leads

Generating inbound leads, building your brand in the local market and improving ranking in search engines.

The Solution: Inbound Marketing

Inbound marketing refers to driving leads to your website through the use of assets such as personalized landing pages, search engine optimization(SEO) on your site, email marketing, and social marketing, to name just a few. MSP’s have a unique challenge in that they don’t necessarily have the labor within their organization to drive these marketing tasks.

Working with the right Sales Enablement software means not only having a partner to guide you through the creation and the execution of an inbound marketing strategy, but also one that can create pre-packaged marketing content and show you when, where and how to use these assets to optimize leads and close sales. In short, you use automation to handle these otherwise time consuming duties that would distract you from spending time on actually closing a sales on a lead that is ready to buy.

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