Episode 8
We are Going Farming!
The Inside Sales Role. Many MSP’s have differnet thoughts around the responsibilities of tis resource and how to measure their success. Today we deep dive on the topic of he “farmer”.
About This Episode
In this episode we dig deep into the role of the MSP Inside Sales Representative.
Robb starts the discussion with some of the key responsibilities of the farmer rep and discusses their involvement in deal registration and renewals, proposal generation and customer service.
Brian discusses how MSP clients can be the ‘gift that keeps on giving” and how it is crucial to keep close to your client and the account manager function needs to support the account and understand the client drivers and obstacles and communicate that internally.
The role of vCIO drives the farming process. In building a roadmap we are better able to illustrate a long term plan. This allows for better client budgeting and shorter sales cycles if executed properly.
We then dive into key activities around communication, cadence, and duties. this includes staying informed on client and propsect news. They keep tabs on press releases, annuncements, and events to keep the entires team aware of current events.
The farmer should also be responsbile for tracking customer satisfaction. For EOS users this cn be iin the scorecard. It is key for the account manager to stay in tune with the overall health of the relationship.
For companies that integrate the farmer roles they can be a growth agent and ensure the account blooms.
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