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Eric Kiehn Using a Down Economy to Innovate and Succeed

by MSP Business School | Jul 30, 2020 | Business Strategy, COVID-19, MSP Operations

Episode 17 Eric Kiehn, C&W Technologies”Using a Down Economy to Innovate and Succeed”   Eric Kiehn runs C&W Technologies, based out of Stuart, FLA. A 36-year service provider veteran he has seen multiple recessions and enjoyed economic...

Matthew Bookspan, Blacktip IT The Courage to Launch When The Forces Around You Say You Shouldn’t

by MSP Business School | Jul 23, 2020 | Business Strategy, MSP Operations

Episode 16 Matthew Bookspan, Blacktip IT “The Courage to Launch When The Forces Around You Say You Shouldn’t”   Matthew runs a IT Service Provider, Blacktip IT, based out of Alamonte Springs. FL.  Matthew left a six-figure corporate job, with a...

An Interview with Craig Skevington and how to hook a whale

by MSP Business School | Jul 16, 2020 | Business Strategy, Sales, Uncategorized

Episode 15 Craig Skevington, Steadfast ITHow to Hook a Whale   Craig runs a IT Service Provider, Steadfast IT, based out of Saratoga Springs, NY. His team made a decision about 3 years ago to focus on companies that had multiple locations and remote...

Motivation through Sales Metrics

by MSP Business School | Jul 9, 2020 | MSP Operations, Sales Management

Episode 14 Motivation through Sales Metrics In another live case study we analyze sales metrics and how they reflect a Rep’s sales DNA.  We analyze the work plan of a rep Brian managed that produced consistently, followed a rigid work plan, and as result the...

MSP Business School EP013 Overcoming Sales Objections – The Two-Headed Monster

by MSP Business School | Jul 2, 2020 | Key Account Management, Sales

Episode 13 Overcoming Sales Objections – The Two-Headed Monster We can often get too comfortable with our primary point of contact when we are in a customer relationship, but what happens if that person is half of a partnership at renewal.  Can your easy renewal...

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