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 … Continue reading Sales Enablement and Automation: Picking the Right Software to market your services
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There is a third area that is unique to B2B sales. The distinction is that B2B sales generally means a slower sales cycle than consumer sales. You have to be ready to accept that the time from initial contact to a signed contract can be quite lengthy. There are factors that contribute to this. The first … Continue reading B2B Sales part 3 – The Slower sales cycle
2 weeks ago we started a discussion of the characteristics of business-to-business sales (B2B) and noted there are several differentiating factors. Today I’ll talk about the role of the decision maker in B2B sales. How it differs from consumer sales, and what you need to be aware of going forward in B2B sales. An area … Continue reading Decision makers: They Demand Respect
Now that the internet and social media have become so prevalent, it’s hard to remember when we used the words “social network” to describe our real life friends, family, and business contacts, but of course this is still an extremely effective way to conduct business. The question a lot of businesses have today is how … Continue reading How to Turn Your Real Life Network Into an Online Lead Generator
B2C (Business–to-Consumer sales) and B2B (Business-to-Business sales) have been long seen as separate markets that require distinctly different marketing strategies. Business purchasers are driven by different motivators than consumers. They also have more distinct expectations about the entire sales process. As an MSP, you are selling B2B and you’re prospects are going to respond better … Continue reading Understanding how to sell to another business-Part 1
Today’s blog suggests a simple value adding idea that might help you provide greater client satisfaction. Despite all the firewalls and spam folders, there is one excellent method for hackers to get into systems. It is the phishing scam. As you know, phishers send out emails on a subject that would appear to be relevant … Continue reading Phishing and MSPs: Teach your clients well.
Securing the second opportunity to meet your prospect means that you have done a good job during the first one. In this article we will discuss how you can keep that momentum going. You will have to put your heart and soul into the preparation for this. But this time you are going to sell … Continue reading MSPs: How to Convince Your Prospect to Convert, Part 2
Selling your services to businesses can be very challenging, not only because of skeptical prospects but also because you are in a very competitive environment. Selling doesn’t stop with lead generation. Once you have a potential buyer, you still really have your work cut out for you. You need a sales strategy. You need to … Continue reading MSPs: How to Convince Your Prospect to Convert, Part 1
I was running errands today, and had library books to return. It is a large system, but my nearest branch is only open 4 hours a day, 4 days a week. But which days and when? I pulled the car over and checked their website on my phone. They didn’t have a mobile adapted site … Continue reading Mobile access – How to annoy a visitor with your page setup.
When you get a new dog, he doesn’t understand anything you say. “Not on the rug, Duke.” “Outside, Duke. Right now!” “ Let’s go for a ride in the car, Duke.” For him it is all “ blah, blah, blah, Duke, blah, blah, blah.” Since you don’t speak “dog,” you have a problem. You’ve got … Continue reading My dog doesn’t understand me: MSP Sales isn’t an IT job.