Track Your IT Sales Leads Like They Are Prey
When you go hunting for prey the best way to track them is to learn all about what you are hunting. When you learn all their habits then it will be easy to track them down and make the Kill! This is...
View ArticleAll or Nothing Approach With IT Sales Leads Is A Gamble!
Recently Robin Robbins raised a critical issue in one of her articles about who managed services providers should get in the first sales appointment. I thought her idea was very provocative as she was...
View ArticleAre You Wining And Dining IT Marketing Prospects?
I recently started selling managed services and soon discovered that wining and dining sales prospects was a lost art in the IT marketing world. Most of the computer consultants I spoke with had a...
View ArticleHiring Salespeople For Marketing IT Services Is Difficult!
The vast majority of the small to medium sized managed services providers have yet to recruit the key staff member that could accelerate their marketing IT growth. A super sales closer is the elusive...
View ArticleIs Your IT Services Marketing Offer An HMO or PPO?
Recently I had a chance to talk with an actual break-fix IT company and it lead to a very eye opening revelation. I have been looking at the managed services paradigm for so long that I really hadn’t...
View ArticleIs Your Hiring Process For IT Sales People Too Rigid?
The horror stories from MSP’s making bad hiring decisions for the IT sales position are littered all over the place. As a result I can see why many computer consultants might want to put in filters in...
View ArticleThe IT Marketing Climate Often Requires A Sacrifice!
One of the more advanced chess strategies involves knowing when to make a sacrifice to change the dynamics of the game. Often this technique is employed when the board becomes locked up with neither...
View ArticleHow A Beautiful Assistant Can Help With Marketing for IT!
We have been comparing the successful traits of magicians with the skills that computers consultants need when marketing for IT. One of the things that a great magician never goes on stages without is...
View ArticleWhat Can We Learn About IT Sales From Barter Kings?
Reality TV has become extremely popular but one particular show has caught my interest because it might be able to teach us something about IT Sales. Barter Kings is a show where the two characters...
View Article3 Step Guide to Online IT Lead Generation for MSPs
MSP lead generation starts with a good marketing strategy. Carolyn from Connect Marketing conducted a survey with small businesses which found a whopping 74% don’t have a marketing plan. Can you...
View ArticleHow To Be a Productive IT Manager?
The life of an IT manager is a whirlwind of projects, deadlines and personalities. Not only do IT managers have their own daily tasks and goals, they also have to support the needs of their employees.
View ArticleCloud Wars Are Coming to the IT Sales Battle Front!
Many computer consultants are still not fully embracing managed services because they don’t yet realize that IT sales is a moving target. While the stragglers are still trying to implement the last...
View ArticleShould IT Appointment Setting Be Paid By the Hour?
When researching call center options for IT appointment setting and lead generation services, companies typically find two different pricing models from which to choose from. One option presents a...
View ArticleWhat’s In A Like: Social Media IT Marketing Practicality And Efficiency
Twitter reports that it publishes more pictures each day than the entirety of the Louvre. This social media juggernaut generates no less than half a billion Tweets per day, including a high mark of...
View ArticleEven Steve Jobs Dialed for Dollars!
Today the mantra is that cold calling is dead but I was surprised to learn that a technology giant was personally involved in telemarketing early in his career. In the early days of Apple’s development...
View ArticleAre Your IT Sales Training Programs Collecting Dust?
Imagine you’ve just returned from the latest managed services trade show and are exhilarated about the sales training program you purchased. You can hardly wait to unwrap the package and look at all...
View ArticleA Story About Building Rapport with Cloud Computing Sales!
When I took the job as the director of business development of a local computer consultant I knew It was going to be difficult to prove my marketing system. Trying to convince a computer business owner...
View ArticleRead How IT Appointment Setting Generated a Tsunami of Leads!
For the timeline of this story I am in Houston working for a local cloud provider as the Marketing Director. I inherited an existing telemarketing staff and learned a very valuable lesson while trying...
View ArticleConsultants Must Face Brutal Facts About Selling Cloud Computing!
Dramatic change is always difficult to make but even more so in a business environment. I recently read the book, Good to Great by Jim Collins and his research sheds a lot of light on the attitude a...
View ArticleChoosing the Right Data Backup Offering
You are asked to wear many hats as an MSP and the trusted IT advisor for your customers. Protect Suzy in accounting from the catastrophic consequences of being infected by the latest Cryptolocker...
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