The MFP Solutions Blog Links

3 Strategies To Generate New MSP Leads

Art Post
3 Strategies To Generate New MSP Leads If you ask any MSP what their biggest headache is, I can guarantee generating new leads is right up there. Leads are potential prospects who express an interest in your products or services. These are individuals or organizations that can become lifelong, loyal customers…if you play your cards right. Have you done everything you can possibly think of and still can not obtain that lead flow you need to grow your MSP into that next billion-dollar company?Read More...
The Intent of Sharp’s Offensive and Defensive Strategies Sharp and Toshiba, two large corporations that once epitomized Japan as a consumer electronics superpower, could hardly differ more in their performance and outlook. On June 5, Sharp announced offensive and defensive strategies of issuing up to ¥200 billion in new shares to improve its financial standing and of acquiring Toshiba’s PC business. Although it later scuttled the stock plan due to market instability arising from recent trade...Read More...
As a sales rep, you’re no stranger to rejection. You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups. Getting hung up on occasionally is an unfortunate consequence of being in sales. Nothing to obsess over. However, if hang-ups are the rule rather than the exception for you, something’s awry. Here are the top reasons prospects hang up on...Read More...
Email Opening Lines "Is X a priority for you right now?" "Did you know [interesting statistic]?" "What do you think about [industry event]?" "What would it mean to you if your business was able to achieve [benefit]?" "Yesterday, you did X. Why?" "How can I make your life easier?" "I noticed your company recently ... " "Congratulations on [career move] ... " "I have a few suggestions for capitalizing on [opportunity]." "I saw your competitor, [Company name], in the news for [big...Read More...
Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. Tick tock, tick tock, tick tock. Sell, sell, sell. As we’ve all experienced, sales essentially boils down to two things: Numbers Time And those two things often go hand-in-hand. While we (or our team) are racing to hit quota against that clock. But we can save time and maximize our numbers by investing in the right...Read More...

The Best Sales Pitch Isn’t a Pitch at All

Art Post
The Best Sales Pitch 60% of people find generic sales pitches irritating. Instead of rolling out a traditional seller-centric pitch, tell your prospect a story. First, ask questions about their pain points and needs. Then, tell a story about a customer you've helped through similar challenges. A recent study showed 5% of meeting attendees remember statistics, while a whopping 63% recall stories. The best sales pitch is a story. Find out how to tell a great one in this blog. Despite its...Read More...
Empathy Questions "Thank you for staying so positive." “You’ve been with [Company] for [# of years]. That’s a long time.” “If I were in your position, I bet I’d have the same concerns.” “That would be frustrating to me too.” “I think you might find [feature, offer, or content] helpful in this situation.” “If I can make a suggestion …” “How can I make this process easier for you?” “What’s the best-case scenario for your company?” “How am I doing so far? Am I meeting your needs?” “Is our...Read More...
" Hi there! Do you have time for a half-hour meeting tomorrow? " Whoa, that's direct. How many prospects would agree to a meeting if you used this approach? Maybe one in a hundred. If you want to increase that percentage, you need to warm them up first. Try these two proven psychological techniques. 1. The Foot in the Door Technique Thanks to the psychological phenomenon of the "foot in the door technique," people are more likely to say "yes" to a larger request after they've agreed to a...Read More...

10 Things That Only Happen to Salespeople

Art Post
By Ken Kupchik April 26, 2018 For Salespeople Some people think that they have “interesting” experiences at their job, but it’s unlikely that their experiences are anything like what salespeople go through. Since sales is such a diverse profession that spans across industries and puts employees in front of various people from all walks of life, the things that happen to salespeople can be quite interesting. Here are ten things that only happen to salespeople: 1. You can go from being on top...Read More...
Millennials, those born between 1981 and 1997, are an IT purchasing force. They’re developing their careers, moving up the corporate ladder, and coming into roles that influence meaningful business technology spend. We also know their consumption habits are different from previous generations. Now the largest generation in U.S. history, our research shows millennials are often less responsive to impersonal marketing tactics, such as cold calls, direct mail, and mass emails. This shift...Read More...
Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust. Without credibility and trust, a salesperson will likely lose the interest of their prospect ... or worse, never really...Read More...
This post is going to break down for you everything you want to know about how to close like a pro — from crushing your sales goals to learning from the mistakes that other sales professionals have already made — all in one nicely assembled article that you can reference anytime you want. These sales secrets come directly from industry pros that know their way around the block and back, blindfolded. If you really want to tap into your inner sales guru, read on to learn how to close like a...Read More...
As a writer for the HubSpot Sales Blog, I'm always crafting new email templates. And my favorite source of inspiration is in HubSpot Sales -- I'll open up "Templates" and browse the real emails HubSpot salespeople are sending their prospects. Not only can I see average open rate for individual templates, I can also gauge their performance by response rate and click rate (i.e., how many recipients clicked on the links within the template). The following 10 templates have 60% or higher open...Read More...
Things to Say On the Phone “I wanted to follow up on the proposal.” "Do you have any questions about the contract?" "Have you had time to read through the proposal?" “I just wanted to introduce myself." “Thanks for the introduction, [coworker]. I’m looking forward to working with you [prospect]." “Great to meet you [prospect]! Let me know if you have any questions.” “I’ll touch base in a few weeks to see how you’re doing." “Haven’t heard back from you.” “I wanted to confirm you got my last...Read More...
There’s a lot to keep on top of when you’re running a business. Whether it’s managing people, keeping clients and customers happy or looking for new ways to grow, you’ve got a lot to weigh up. Let’s be honest, paperwork isn’t the most interesting thing on your to-do list. In fact, it probably feels like a big drag on your time and is something that takes you away from the ‘important stuff’. The key to making this less of a hassle is tapping into the right technology. Skeptical? You’re not...Read More...
Words Not to Use in Sales "Sorry to bother you" "I'd like to connect." "I thought you might be the right person to connect with." "Could you direct me to the right point of contact?" "Is it a good time to connect?" "Can I tell you about ... ?" "Just checking in." "I'd like to have an informational chat." "Touching base." "I wanted to/I'd love to/I'd like to/I need ..." "Are you the decision maker?" "To be honest ..." "Trust me." "Do you have budget for this?" "It's really easy to...Read More...
Sales Call Tips Start Sales Calls with a Bang Don't Bad-Mouth Competitors Use Awesome Labels Set the Agenda and Stay in Control Stand Up Use Emphasis Wisely Simplify Options Adopt Smart Product Positioning Get Emotional Clarify Product Value Empower Customers Remember, There's a Time for Everything Serve Hot, Not Cold Observe, Record, and Predict Make it About You Too Just like sports, the use of science to develop elite performers also applies in sales. In both fields, trainers adopt two...Read More...
First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. It's never been more important for salespeople to be good at leaving voicemails. Not only that, but voicemail can -- and should -- be measured, coached, and improved. Through personal experience and research, I’ve been able to identify the most effective voicemail script -- along with the keys to implementing it -- so you leave voicemails that generate an incredible...Read More...
ZenOffice wins Xerox award for the second time 19th March 2018 Industry ZenOffice has been awarded the Xerox Gold Concessionaire Partner of the year 2017 for the second year. It’s been a momentous year for ZenOffice’s Managed Print Services division having achieved a record 30% growth. The MPS division is headed up by Dale Needham and the team has continually achieved its targets with the help of its ongoing partnership with Xerox. Needham’s division has consistently implemented new ways to...Read More...
Japan theme park to replace a third of staff with robots Operator of 'weird' robot hotels goes full in for automation Nikkei staff writers The Henn na Hotel in Tokyo features a staff of more than 200 robots. © Reuters TOKYO -- Japanese travel agency and resort operator H.I.S. plans to cut the number of workers at its Huis Ten Bosch amusement park by a third in three years, drawing on its experience operating Henn na Hotel -- a chain of hotels run almost entirely by robots. About 1,200...Read More...
Last Reply By Art Post · First Unread Post
Creative Sales Ideas Create a Website for Referrals Form Strategic Alliances Attend Your Customers' Events Send Them a Book Offer Complimentary Consulting Sessions Serve as a Matchmaker Start or Join a Niche Group Try a Direct Mail Campaign Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning...Read More...
Kaseya boss witnessing 'exploding' MSP market Fred Voccola, the boss of Kaseya , said that small companies were investing in technology to make sure they could compete and the momentum outpaced anything he had previously experienced. "The reality is that the market that we are in is exploding. I've never seen anything like it. I lived through Y2k, the growth of the internet, ERP shaking up business and it was nothing like what we are seeing in small business," he said. read the rest hereRead More...
Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into aggressive questioning. This is the biggest deal in your pipeline, you’ve been forecasting it for nine months, and, suddenly, it’s being threatened. Maybe this CEO asks why your widget factory doesn’t have an API, or why you don’t offer to send someone to install your SaaS on their internal server (think about it). These are extreme examples, but most...Read More...
Common Sales Objections "It's too expensive." "There's no money." "We don't have any budget left." "I need to use this budget somewhere else." "I don't want to get stuck in a contract." "We're already working with another vendor." "I'm locked into a contract with a competitor." "I can get a cheaper version somewhere else." "I'm happy with your competitor." "Competitor X says [false statement about your product]." "I'm not authorized to sign off on this." "I can't sell this internally."...Read More...
×
×
×
×
×