MSPmentor

Keith Ferrazzi has a nice piece on his blog called “Surefire Tips for a Successful Sales Call,” including a useful 2 minute video. He focuses on relationship selling–making the customer feel comfortable by focusing on her favorite subject–herself.  He gives six great suggestions. Read what he has to say, and then have a look at a few more items that I’ve found useful over the years when it comes to relationship selling.  I learned some of these ideas from Rennie Crabtree of Marketing Outcomes, whom I consider my mentor in relationship selling.

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During the Ingram Micro Seismic partner conference last week, a managed service provider mentioned to me that his business region has 17 percent unemployment. Yet, the MSP claims his business is thriving. Is that too good to be true?

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Some of the most successful managed service providers have discovered a rather troubling trend: Their best sales pros are getting a little lazy living off recurring commissions, and aren’t motivated enough to go out and close new business toward the end of a fiscal year.

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There are roughly 8,000 managed service providers in the United States, and the typical managed service provider generates $3.9 million in annual revenue.

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