Comments on: Managed Services: Top 5 Rookie Sales Mistakes

By: Adam

Adam — Sat, 05 Nov 2011 04:59:34 +0000

How can a sales rep add value to the MSP he is about to join.

Thanks.

By: Otto

Otto — Mon, 29 Nov 2010 02:59:54 +0000

JP,

I am on the frontlines everyday, building on my experiences. I am always looking for valuable, professional insight I can share with my peers.

By: Joe Panettieri

Joe Panettieri — Sat, 23 Jan 2010 01:43:18 +0000

Otto: Wow. You’ve restarted a conversation from one of our early 2008 blog posts. Thanks for stirring the dialog. Al and Mike blogged a bit for MSPmentor in 2008… but it’s been quite some time since they offered us a post.
-jp

By: Otto

Otto — Fri, 22 Jan 2010 19:32:49 +0000

Al & Mike,

Great post. Did you complete the series?

In the weeks ahead, the “Al and Mike” guest blog will cover such topics as:
• How top reps analyze and attack their territory
• How top reps get in the door with senior decision makers
• How sales reps approach executive level sales

I have looked for them on MSPmentor, but cannot find them.

Thanks,

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evista buena — Sun, 27 Jul 2008 09:01:18 +0000

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By: Al and Mike

Al and Mike — Tue, 08 Apr 2008 19:40:12 +0000

Hi Ross. Here’s the short answer to the differences between top performers and average performers on the first call.

1. Top performers establish credibility by talking with senior executives about topics that are relevant to them
2. Top performers establish rapport by asking the right questions that help understand the business drivers and then convey relevance to how managed services will help
3. Top performers build confidence by executing the first call with a specific and repeatable roadmap that works with calling on senior decision makers. These specific steps to the first call are:

-Establish rapport
-Set up the call
-Present the elevator pitch
-Ask targeted discovery questions
-Tie your solution to the prospect’s situation
-Close for the assessment

Stay tuned as we will be covering this topic in much greater detail in an upcoming blog and web-cast through mspmentor.net

By: StuFinancesTech

StuFinancesTech — Mon, 07 Apr 2008 11:05:35 +0000

Ross, I’m not an MSP but I do work with them. I’d wager that what is happening to that lesser 28% is an expression of how to solve a technical problem rather than solving an actual or potential business problem. If you are doing a multi call close (an assumption I’m making that you aren’t trying to get them to sign on the very first time you meet) then the first step once you are in there is showing how you differ from your competition and how you solve or prevent a serious business issue for them (like data recovery after a hurricane/tornado). The other primary thing is getting to the pain point with them and seeing what keeps them up at night or otherwise creating the sense of urgency.

As someone not in tech that works with lots of tech companies I see enough acronyms to make my head spin sometimes. Any overly technical language and you lose the business owner. Platforms (for instance) shouldn’t necessarily be discussed but features and benefits and solutions resulting from your use of those platforms are what matters, especially for the SMB.

By: Ross Jolly

Ross Jolly — Fri, 04 Apr 2008 15:40:08 +0000

Great article!

In reference to Mistake #4…What do you see that is happening or not happening in that 28% difference between the top reps and average reps? What are your suggestions in making that improvement to effectively make that first call to make that leap from an average rep to a top rep? Thanks!

By: Al and Mike

Al and Mike — Fri, 04 Apr 2008 00:48:23 +0000

Joe, in answer to your question about who to target in small companies where a CFO or CIO is not present…sales reps most definitely should target the owner as they wear the many hats in the organization including the hat of the CFO. Good questions bring great clarity – thanks!

By: Joe Panettieri

Joe Panettieri — Thu, 03 Apr 2008 02:20:22 +0000

Sylvester: Your decision to be “consistent” (reliable, steady and dependable) vs. “persistent” (relentless, pushy, continual) is a subtle but important point.

But a quick question… Did you agree (or disagree) with any of the rookie mistakes that Al and Mike mentioned?