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You Stink At Sales; Here’s Why
Posted June 16th, 2011 by David Bellini
If you’re like me, you were a great technician who decided to start your own business. As your company grew, you learned to be a good leader by being the best engineer your company. But sales? In order to be a good sales leader, you have to embrace sales and drive the adherence to a sales process. Not easy when you’re a techie at heart.
Do You Need Account Managers — Or Salespeople?
Posted April 1st, 2011 by David Bellini
As a local VAR and MSP, we’ve always had account managers at our business to drive new business and maximize the engagement with our current client base. In considering if my business should have account managers or salespeople, I’ve come to realize that it all hinges on WHAT you’re selling the most of: Products or Services?
5 Reasons You’re Not Ready for Professional Services Automation
Posted February 9th, 2011 by David Bellini
Thousands of managed services providers (MSPs) and VARs have embraced professional services automation (PSA) software. But there are thousands more who have yet to deploy PSA within their own companies. If you’re not sure what to do, here are five reasons why you’re absolutely not ready for professional services automation.
Four New Year’s Resolutions for MSPs
Posted December 14th, 2010 by David Bellini
Take a moment to think about how you want to start the New Year, as 2010 is coming to a close and you’re prepping for 2011. You’ve had personal New Year’s resolutions, probably even kept some of them. I propose four business resolutions for managed services providers, VARs and solutions providers; these are actionable and vital to the success of your IT business in 2011.
MSPs: Time to Sponsor Your First Trade Show
Posted June 29th, 2010 by David Bellini
Don’t settle for stagnation! With the economic downturn, you’d be smart to replace any lost business and pursue growth. Here in our local IT company, we’re ready for new business; we have the manpower and capacity, and there is plenty of talent we can hire if we need more staff. So here’s how we’re filling our sales funnel: a trade show.
Outsource IT in the Mid-Market: The Ultimate Managed Service
Posted June 4th, 2010 by David Bellini
Where’s the money to be found by IT solution providers in this Great Recession? I’ll tell you what I’m seeing, it’s a takeover. A takeover of midsize companies’ IT departments by savvy solution providers. Now this isn’t a hostile takeover by any means. And this isn’t a new strategy either. Here are the details.
MSPs: Promote YOUR Brand Whenever Possible
Posted May 26th, 2010 by David Bellini
There are many ways to brand your business: website, business cards, brochures, social media, and more. One opportunity you may have overlooked is ON the products and services you provide. Are you driving your brand or are you allowing vendors to promote themselves to your clients?
Don’t Be Stupid: Staff Up Now (Here’s How)
Posted March 31st, 2010 by David Bellini
Have you noticed that we are in a time of high unemployment? If you are expecting growth this year, be smart and staff up your managed services practice and business operations NOW. As part of that process, use a timed aptitude test to help screen potential candidates. Here’s why. And here’s how.
Outsourced Help Desk: Are You Ready to Take the Plunge?
Posted February 25th, 2010 by David Bellini
As a Tampa Bay-area solution provider, I’ve been doing IT for over 27 years. While I’m always on the lookout for new ways to increase efficiency and seize new revenue opportunities, there’s one cost-cutting measure that I’m possibly considering: outsourced help desk. I’ve heard other VARs rave about the results and the ease of implementing this strategy, but I’m not sold on it yet.
