Episode 7
MSP Sales Models that Work
Many MSP’s struggle with scaling sales teams. In this episode we analyze the type of sales that perform best for IT Service Providers and how to expand past owner led sales.
About This Episode
In this episode we MSP Sales models that can be leveraged beyond the owner led sales model. We discuss how to get started and the steps you need to take to set yourself up for long-term customer acquisition success.
Tim starts the discussion in outlining owner led sales. This is the most common way most MSP’s get started. Robb expands on the owner-led sales model generally starts with the ‘friends and family” referral approach and how that doesn’t scale. We discuss the realities of this model and why it often doesn’t scale.
The discussion then moves into sales tactics and how the money is in the follow up. This starts in the prospecting phase and moves through each step in the sales cycle for MSP’s. When this becomes a larger problem this can be an indicator that it is time to expand the sales team.
Robb talks about getting focus and really driving opporunity by building your ‘Dream 250″. Many MSP’s do not focus on clients that are similar to the companies that they have had success and building pocket verticals.
We then move into the transition phase of moving past the owner-led sale and building a team. We also discuss why the oowner can never really remove themselves from the sales process until you have scale in your overall business.
We then discuss what these new sales models look like and the roles that need to be filled. Also, we hone in on when a full-time sales manager is really needed in the business and its later that you think.
We close the masterclass on identifying the key roles needed to build a strong MSP Sales engine and drive success.
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