Building your MSP Sales Process
Successful businesses treat sales like a system, which allows them to repeat processes and diagnose any bottlenecks. This webcast discusses how to build a sales process (based on those used by today’s successful MSPs) and is designed to help you earn a steady stream of new business.
Increasing Sales Through Marketing Success
Before tackling advanced marketing techniques, you should have the fundamentals down. This webcast covers those fundamentals to help you understand the basic building blocks of marketing, the elements of marketing strategy, and measuring marketing success. The webcast also gives you five practical steps—that you can implement almost immediately—designed to help you improve your marketing.
Selling & Value Proposition
Before prospects will say yes to your services, you must be able to speak to them in a way that demonstrates your organization’s value. This covers the types of programs you can offer, the foundational elements of an effective value proposition, and how to present programs in a way that resonates with prospects.
Upselling & Cross-selling
It’s not uncommon for businesses to focus too heavily on earning new customers versus increasing revenue from existing clients. The MSP Institute webcast, Upselling & Cross-Selling, was created to help you understand how to potentially win more business from existing customers. The topics covered include benefits of upsells and cross-sells, building an account management process, and several techniques designed to help you sell more to your current customer base.
Managing Customer Relationships
In the IT service business, customer relationships are foundational to success. This webinar was designed to provide tips on improving and strengthening customer relationships by discussing how to be fluid with your MSP practice, presenting a 30-day customer management process, and outlining guidelines for strategic customer meetings.
Objection Handling: Increase the Odds of Closing the Deal
Sales objections don’t have to be scary—they can provide insight into your prospects’ needs, helping increase the odds of closing the sale. This webinar presents a process designed to help you navigate objections on the path to a close.
Selling a Layered Security Offering
Security is at the forefront of all business' minds today. In this webinar, we will explore and discuss how to build out service offerings in a graded scale to meet the needs of your customers, as well as identify and review the technology stacks required to support the needs and expectations of the market.
Selling Backup the Easy Way - Part 1: What are you Actually Selling?
When selling backup, it’s tempting to sell on technical specs. However, customers often buy for other reasons, like continuity, availability, operations, and ultimately, peace of mind. Find out more about what you’re actually selling when you sell backup services.
Selling Backup the Easy Way - Part 2: Defining the Service and Scope
Once you know how to position backup services based on what customers actually buy, you should focus on figuring out how to scope your services. This video talks about determining what customers’ objectives are and what you need to provide to meet those objectives.
Selling Backup the Easy Way - Part 3: Defining SLAs and Pricing
At a certain point in your backup sales process, you have to get down to brass tacks. This webcast provides some ideas on what to think about when defining both your SLAs and pricing—including what to protect, how often you’ll back up data, and how quickly you must recover that data.
Selling Backup the Easy Way - Part 4: Don't Sell Backup at ALL!!!
At the end of the day, customers often don’t care about backup itself—they care about recoverability, business continuity, and operational uptime. This webcast covers these points and more, and was designed to help you sell more backup services.
Helping your Customers Evaluate Risk
There is no such thing as bullet-proof cybersecurity. When talking with customers or prospects, you should consider discussing risk instead. Doing this can help set more realistic expectations with your clients while demonstrating you understand their IT environment and the level of risk their business can tolerate. In this course, we give advice designed to help you understand cyber-risk, including: shifting your customer conversations from security to risk, four components of cyber-risk—and what to look for in each one, and a basic model intended to help you evaluate a customer’s risk levels.
How to Take your MSP from Zero to Social in One Week (or Less!)
You need to be on social media. Everyone tells you so. But how do you start? Which networks are the right ones? What do you say? How often do you say it? Should you pay for ads? What kind of ads? Going social with your MSP brand can be daunting - but it doesn't have to be. This webinar will give you the steps and action plans you need to create and implement a social strategy that will start you on the path to making your brand approachable, engaging, and trusted.
Emergence of User Experience and Security
End-user experience is a daily topic we discuss with partners globally. However, this is still a fairly new identified need and expectation in the marketplace. In this webinar, we will review the key components of user-experience management and how security overlays this need. What can you start to do today, and how do you drive value to the customer as you add these services to your stack?
