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Empowering Your MSP Business to Grow and Prosper—One Post at a Time

5 Ways to Improve Your MSP Service Level Agreement (SLA)

Featured Post

5 Ways to Improve Your MSP Service Level Agreements (SLAs)

SLAs are the foundation of your MSP business. They are essential to building strong client relationships and must be clear, reasonable and well-constructed.

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Blake Loughran

Blake joined Continuum in early 2016 with 20 years of business development experience ranging from short sales cycles to navigating RFPs with Fortune 500 companies. Prior to joining Continuum, Blake founded a successful merchant services business before helping to exponentially accelerate Microsoft Dynamics channel development at HighJump Software and CSSI. As a Strategic Partner Manager at Continuum, he specializes in helping increase revenue growth for strategic partners in the Southeast region.

Recent Posts

How to Effectively Overcome Objections When Selling Managed Services

Posted by Blake Loughran on January 3, 2018

How to Effectively Overcome Objections When Selling

Overcoming objections is a critical skill for driving new revenue, but often our least favorite aspect of selling. Think about your own buying behavior. We all offer common, socially acceptable objections in our own lives. For example, we’ve all told a salesperson, “No thanks, I’m just looking.” It’s human nature to want to avoid conflict, which is why it isn’t comfortable to handle objections but it’s absolutely critical to handle every one.

If you’re looking to increase your close rates and truly grow your IT services business this year, you need to learn how to not only handle common objections, but effectively overcome them.

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Topics: Sales and Marketing, Client Acquisition and Management

Understanding the MSP Sales Process Part 4: Making the Close

Posted by Blake Loughran on December 12, 2017

Understanding the MSP Sales Process Part 4: Making the Close

We’ve finally come to the end of my series, Understanding the MSP Sales Process, where we’ve been learning about the four key stages of the MSP sales process. In the first three segments, we conveyed a practical approach for generating new prospects and gathering the proper information to form proposals that gain interest. Today, we’re going to dive into how you can identify the right signals and get buy-in from decision makers to confidently close more deals.

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Topics: Sales and Marketing, Client Acquisition and Management

Understanding the MSP Sales Process Part 3: The Proposal

Posted by Blake Loughran on July 25, 2017

Understanding the MSP Sales Process Part 3: The Proposal

Welcome back to my series, where we’ve been exploring the four key stages of the MSP sales process in order to help you increase client acquisition. In our previous entries, we talked about how to tackle MSP prospecting and the certain steps you should take before and during your initial meeting. After doing your research and determining how your business can best fit your prospect’s needs, now it’s time to move onto part three: presenting and proposing your solution.

The proposal stage is crucial to the sales process because—when done right—it can ultimately compel your prospect to buy. Many MSPs will have the urge to jump into the proposal stage prematurely. However, it’s imperative that you first understand your prospects’ pain points and business objectives. If you can strategically present your services in a way that aligns with their priorities, solves their problems and helps their business excel, you’ll have a major advantage. Here are some tips on how you can make a successful MSP proposal.

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Topics: Business Development and Growth, Sales and Marketing, Client Acquisition and Management

Understanding the MSP Sales Process Part 2: Information Gathering and Your Initial MSP Meeting

Posted by Blake Loughran on June 20, 2017

Understanding the MSP Sales Process Part 2: Information Gathering and Your Initial MSP Meeting

Welcome back to my series, Understanding the MSP Sales Process, where you’ll learn all about the four key stages of the MSP sales process. In part one, I gave you actionable tips on how you can tackle the first stage—prospecting. Today, we’ll be discussing how you can use information gathering to schedule a meaningful first meeting with your prospects and build successful business relationships.

Almost every celebrated sales methodology compartmentalizes each stage of their strategy. Instead of going about it this way, MSPs need to focus on how each stage of their sales process flows into the next—all the way to the end. A well-planned prospecting strategy will inevitably produce initial meetings with new prospects. Just as the goal of prospecting is not to immediately sell a new contract, the goal of initial appointments is to gather the right information so your proposals ultimately align with your prospects’ priorities.

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Topics: Business Development and Growth, Sales and Marketing, Client Acquisition and Management

Understanding the MSP Sales Process Part 1: Prospecting 101

Posted by Blake Loughran on May 23, 2017

Understanding the MSP Sales Process Part 1: Prospecting 101

Most successful business owners agree that enforcing process is critical to maximizing efficiency in other departments; but why are so many slow to implement a formal sales process? Perhaps the sheer number of potential sales methodologies is intimidating, or perhaps their cost is a hindrance. In this four-part series, Understanding the MSP Sales Process, I’ll provide a proven framework based on common threads shared by the most popular sales methodologies. We’ll take a close look at how these steps are pertinent in the MSP industry and how to best leverage each to increase your bottom line.

In their purest forms, the most prevalent sales processes follow four chronological stages: prospecting, information gathering, proposal, and closing the deal. Each of these steps is as important as the others and will be covered in separate monthly entries. Today, we’ll focus on the first step, prospecting, which is defined as a systematic method of developing relationships that can potentially be fostered into new clients.

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Topics: Business Development and Growth, Sales and Marketing, Client Acquisition and Management

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