Blog

The Big List Of Prospecting Mistakes MSPs Make

In my 20 plus years as a sales professional, I have kept a list of prospecting mistakes to avoid at all costs. The list started small many years ago. And I have added to it as I learn from both experience and my continual study of sales and prospecting specifically.

MSP Taps audIT To Develop Non-Technical Sales Process

Nathan Howell is Vice President of Sales and Development at Advantec Solutions, Inc. When Nathan came to the Oklahoma City based MSP, he brought 20 plus years of sales experience with him.

What Nathan did not have was IT experience. In fact, he was brand new to the IT industry.

MSP Panel Shares Their Sales Process

4 MSPs recently joined me on a demonstration of the audIT system. This panel of power users shared how they are using audIT in their MSPs.

One attendee asked a great question that each of the panelists answered. She wanted to know if each of them would be willing to give a quick overview of their sales process so she can get a better understanding of how to better use audIT herself.

The Perfect Close With Author James Muir

Don't tell my other guests because I love them all. But I have to say this was my favorite interview right here.

First, my guest, James Muir's book The Perfect Close is great and a must own for any salesperson/sales manager. If you're selling IT services, this is the book you need right now.

Effective Communication For MSP Selling Success

John Bates is the CEO and founder of Executive Speaking Success. He is a Leadership Communication expert whose large & small group trainings, keynotes & executive level leadership, presentation, speaker coaching and media training for Fortune 100 companies are world renown.

MSP Sales Academy – Never Overcomplicate IT Sales



Over the past 4 months now (as I write this on February 1, 2021), Eric Torres from Datto has joined me regularly to film trainings for the MSP Sales Academy. These trainings are often cut into quick and easily consumed videos that are only a few minutes long.

Just How Simple MSPs Need To Get When Selling IT Services

Watch the video here

Here is the full transcript from the video
I wanted to share something I read in the amazing book Pre-Suasion by Robert Cialdini that I think you'll find very interesting. He also wrote the book Influence: The Psychology Of Persuasion which is a must read if you're involved in anything sales and/or marketing by the way.