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Sales and Marketing

8 Strategies for Cross-Selling and Upselling Your Current Clients

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8 Strategies for Cross-Selling and Upselling Your Current Clients

One of the most effective ways to grow your business is by expanding your services with your current clients. If you're looking for quick wins, here are some strategies that will help you cross-sell and upsell your clients.

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4 Types of Blog Posts You Can Republish to Increase Engagement: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 23, 2018

Blogging is a great way to demonstrate thought leadership, improve SEO and generate new leads—but it can be difficult and time-consuming to constantly come up with new ideas and craft new posts. But don’t worry—you can just as easily republish and repurpose existing posts to make blogging more manageable! In this episode of The Weekly Byte, we outline four types of blog posts you can republish to increase engagement.   

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Topics: The Weekly Byte, Inbound Marketing, Blogging

Who Filled Out My Form? Prospect Research 101

Posted by Frank Bauer on April 19, 2018

Who Filled Out My Form? Prospect Research 101

“I got an inbound lead! I’m going to call them right now!”

Whoa there. Let’s hit pause for a second. All of us in business get excited when that hot inbound lead comes in, but you shouldn’t be running full steam ahead as soon as they submit a form. Instead, take a step back and prepare before engaging.

Much like it’s important to understand your managed services competitive landscape, you’ll want to fully understand the end client before reaching out. That due diligence starts on the Internet.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Sales and Marketing

3 Free Tools to Help Improve Your Google Ranking: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 16, 2018

Google plays an extremely important role in modern marketing tactics and best practices, and we’re all striving to get that coveted page 1 real estate to make sure users are finding our websites and engaging with content. Unfortunately, without an effective Search Engine Optimization (SEO) strategy, it can be difficult to improve your ranking and presence—and your website won’t be seen by nearly as many visitors.

In this episode of The Weekly Byte, we look at three free tools you can leverage to understand how your website stacks up on Google and other search engines—and what you can do to improve your ranking!

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Topics: Website Optimization and Design, The Weekly Byte, Inbound Marketing, Search Engine Optimization

4 Questions Your Prospects Will Ask You, And How to Answer Them

Posted by Meaghan Moraes on April 12, 2018

4-Questions-Your-Prospects-Will-Ask-You,-And-How-to-Answer-Them

At a growing MSP, engaging prospects is the fuel that will drive your business forward. But, this window of opportunity is narrow as a certain level of preparation and presentation is required to get it right. Prospects are just getting to know you—which gives you the chance to show them what your business is all about, how they’ll benefit from working with you, and that they can trust you. You’re asking them to put their business operation in your hands, after all. So, expect that they will have questions.

To prepare you for these sales conversations, we’ve collected the four most common questions prospects pose to their potential IT service provider, along with the answers that will best position you to sell. A little upfront prep can make a tremendous impression, so use these talking points to put your best foot forward and improve your sales close rates.

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Topics: Sales and Marketing, Client Acquisition and Management

Why We Use Content to Generate Leads, Instead of Sales to Chase Them

Posted by Nate Freedman on April 10, 2018

Why We Use Content to Generate Leads, Instead of Sales to Chase Them

As an inbound marketing professional with over two decades of experience working directly with IT-related businesses, I've seen the industry change in a variety of ways. I make it my business to see the forest for the trees, so to speak. I personally spend over $10,000 per year on coaching and mentorship to make sure that I'm always aware of the massive trends that are always lurking just over the horizon.

One of the most important—and broadest—changes I've seen develop has to do with how we go about chasing leads (or, more specifically, whether we do so at all).

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Topics: Sales and Marketing, Inbound Marketing

5 Important Metrics to Measure Homepage Effectiveness: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 9, 2018

Five Important Metrics to Measure Homepage Effectiveness

Your homepage is the most important page on your website—it’s where you make a first impression, have a chance to introduce your business and provide an overview of your products and services. But how do you know if your homepage is actually providing driving results? In this episode of The Weekly Byte, we dive into five helpful metrics you can track to measure the effectiveness of your website’s homepage!

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Topics: Website Optimization and Design, The Weekly Byte, Inbound Marketing

MSP Homepage Housekeeping: 6 Must-Haves for Success

Posted by Mary McCoy on April 3, 2018

MSP Homepage Housekeeping: 6 Must-Haves for Success

In my more than four years working at Continuum, I’ve given hundreds of marketing consultations to our partners. These conversations typically center around sales and marketing best practices, yet one topic tends to come up time and time again: how to get the most ROI out of your website.

I’ve seen it all—what works, what doesn’t work, and what you can do to set yourself apart. Recently, I hosted a webinar session sharing my tips for success. You can listen to the full session here, or keep reading to discover what elements every MSP should have on their website.

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Topics: Sales and Marketing, Website Optimization and Design

5 Types of Videos to Include on Your MSP Website: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 2, 2018

Five Types of Videos to Include on Your MSP Website

Video is playing an increasingly important role in modern marketing strategies—and with good reason. Videos can be more dynamic and engaging than other types of content, they’re often quick and consumable, and they’re a perfect vehicle for getting a variety of messages out to your prospects and customers. In this episode of The Weekly Byte, we outline five types of videos you can use to drive success on your MSP website!

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Topics: Video, The Weekly Byte, Inbound Marketing

How to Grow Your MSP Using the "Pyramid for MSP Success"

Posted by Jamie Warner on March 29, 2018

How to Grow Your MSP Using the "Pyramid for MSP Success"

For those of you who may have missed the Invarosoft™ presentation at Australian Partner Day 2018, we have a great summary of our presentation about the Pyramid for MSP Success. Keep reading to discover seven key ingredients to successfully growing your MSP business. 

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Topics: Business Development and Growth, Sales and Marketing

3 Marketing Assets Every MSP Should Have

Posted by Lily Teplow on March 28, 2018

3 Marketing Assets Every MSP Should Have

For most IT service providers, you don’t have the time to create 10, 20, or 30 pieces of marketing collateral per quarter. What’s more, with so many different types of content, it can be difficult to know which pieces are most important for your business, or how to get started creating them. This might leave you wondering, “well, if I needed a few must-haves from a marketing or lead-generation standpoint, where can I start?”

In this post, we’ve whittled it down to the top three marketing assets you absolutely need in your portfolio to help you grow your MSP business.

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Topics: Sales and Marketing, Inbound Marketing

Educating Prospects on IT Security: To Instill Fear or Not?

Posted by Chris Johnson on March 20, 2018

Educating Prospects on IT Security: To Instill Fear or Not?

In the cyber world, businesses are constantly being hammered with fear, uncertainty, and doubt (FUD)—with the hope that someone will come along and reassure them that it’ll all be OK. When selling security services, however, MSPs typically play on this FUD factor. We take advantage of the opportunity to “scare” prospects into buying IT security, yet in many cases, this approach may backfire.

The reason why I think this backfires boils down to one thing: the human condition. When we are threatened and backed into a corner, we tend to fight. And, when it comes to cyber security, our prospective clients are often so far backed into the corner that they begin to fight the wrong fight. To prevent this from happening, there are five key areas you need to focus on.

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Topics: Sales and Marketing, Cybersecurity and Threat Management, Managed Security Services

12 Helpful Online Tools Every MSP Needs

Posted by Lily Teplow on March 14, 2018

12 Helpful Online Tools Every MSP Needs

As a managed service provider, it can get overwhelming putting out fires and wearing multiple hats. Your clients rely on you to not only maintain their IT environments, but a high level of service and organization. Sometimes, you need all the help you can get—which is why we’ve put together this list of tools that can help you streamline your business operations.

Whether you need help with productivity and communication, password management, or even sales and marketing, we’ve got you covered. Keep reading to discover the tools that are essential in the daily work of an MSP.

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Topics: Business Development and Growth, Sales and Marketing, Service Delivery and Operational Efficiency

5 Ways MSPs Can Beat the Competition: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on March 12, 2018

Five Ways MSPs Can Beat the Competition

The managed services market is more competitive today than ever before—and it can be difficult to differentiate yourself from the competition. Fortunately, the right mindset and business practices can help you win out over the competition. In this episode of The Weekly Byte, we look at five ways MSPs can beat the competition!

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Topics: Sales and Marketing, The Weekly Byte

4 Simple Tips to Improve Email Response Rates: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on March 5, 2018

Four Simple Tips to Improve Email Response Rates

With so much email cluttering our inboxes today, it can be very difficult to reach prospects and get the type of engagement you’re looking for. Fortunately, a few small changes can create a big impact—and in this episode of The Weekly Byte, we offer four easy tips that can help you boost email response rates!

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Topics: Sales and Marketing, The Weekly Byte

The Best of MSP Blog Content: February 2018

Posted by Lily Teplow on March 1, 2018

Monthly-Blog-Roundup-Feb-18

Is it just me, or did February pass by in the blink of an eye? As we (quickly) approach the end of Q1, let’s take a look back at this past month’s top content that has helped our readers grow and scale their MSP business.

In this roundup, there’s a clear emphasis on cyber security—from testing your knowledge, to effectively selling it to customers and prospects. Also featured are helpful sales tips and confessions from a former technician. Keep reading to check out all five blog posts our readers couldn’t get enough of this February!

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Topics: Sales and Marketing, Cybersecurity and Threat Management

How to Successfully Run Your First Webinar: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on February 26, 2018

How to Successfully Host Your First Webinar

Webinars are powerful marketing and sales assets, and provide a great vehicle for you to have a one-to-many conversation with both customers and prospects. But what if you’ve never actually hosted a webinar before? What makes the difference between a highly engaging webinar and one that nobody wants to attend? Tune in to this episode of The Weekly Byte to make sure you’re set up for success from the moment you host your very first webinar!

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Topics: Sales and Marketing, The Weekly Byte

7 Habits of Highly Successful IT Service Providers: Habit #6

Posted by Joseph Tavano on February 22, 2018

7 Habits of Highly Successful IT Service Providers: Habit 6

What would your perfect client look like? How many employees do they have? Are they in a certain geographical region? Do they work in a specific vertical? The answers to these questions may largely depend on the makeup of your MSP business.

In this sixth installment of the 7 Habits of Highly Successful IT Service Providers, you’ll learn why targeting ideal clients can lead to better client life cycles and larger revenue over time—if you are aligned to support it.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Sales and Marketing

Cross-Selling and Upselling: 3 Quick Ways to Capture Open Revenue

Posted by Lily Teplow on February 21, 2018

Cross-Selling and Upselling: 3 Quick Ways to Capture Open Revenue

What is one thing that today’s most successful companies have in common? They are frequently cross-selling and upselling. For them, it’s as easy as asking, “would you like fries with that?” or mentioning, “customers who bought this item also bought...” For the average IT service provider, however, cross-selling and upselling requires a bit more effort and creativity.

Expanding service adoption within your client base is one of the most effective ways to grow your managed services business. If you're looking for quick wins on how to do this, here are some strategies that will help you effectively cross-sell and upsell your existing clients.

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Topics: Revenue Growth and Profitability, Sales and Marketing

Boost Prospect and Customer Engagement with Email Newsletters

Posted by Lily Teplow on February 20, 2018

Boost Prospect and Customer Engagement with Email Newsletters

Email newsletters are a great way to stay top-of-mind with prospects and customers, express the value of your IT services, and provide educational information that readers can use to be more productive in the workplace. With all the opportunities newsletters can help you uncover, there are a number of important elements to consider when producing a successful one.

Keep reading to explore how you can create and promote an effective email newsletter that can help you generate more leads and boost engagement with your prospects and customers.

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Topics: Sales and Marketing, Lead Generation

Five Keys to Successful MSP Security Services: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on February 19, 2018

Five Keys to Successful MSP Security Services

There’s no denying that security services are more complex and nuanced than many other managed IT services—and in order to be successful as a security provider, there are a number of important factors and elements you’ll need to consider. In this episode of The Weekly Byte, we outline five of these and explain how you can drive success with each—tune in now to learn more!

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Topics: Sales and Marketing, Information Security, The Weekly Byte, Managed Security Services

Four Questions to Ask Prospects During Your Security Pitch: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on February 12, 2018

Four Questions to Ask Prospects During Your Security Pitch

Selling security can be tricky, especially during initial conversations where your prospects may not fully understand the importance of protecting their IT infrastructure. Fortunately, the right discovery questions can help you drive the conversation forward and uncover the right pain points to address via your service offerings. In this episode of The Weekly Byte, we outline four important questions to ask every prospect when selling security. Tune in now to learn more!

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Topics: Sales and Marketing, Information Security, The Weekly Byte, Managed Security Services

7 Habits of Highly Successful IT Service Providers: Habit #5

Posted by Joseph Tavano on February 8, 2018

7 Habits of Highly Successful IT Service Providers: Habit 5

Perfecting your sales pitch is an invaluable skill, but to win clients you’ll need to know how to customize your message to match the business needs of different buyer personals. In this fifth installment of the 7 Habits of Highly Successful IT Service Providers, you’ll learn how and when to change up your value prop, and who to go after first when pursuing your next client.

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Topics: Business Development and Growth, Sales and Marketing

How to Craft the Perfect Case Study: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on February 5, 2018

How to Craft the Perfect Case Study

Case studies are one of the most important assets to include in your marketing and sales library—but how should you actually go about creating them? What information should you include, and how can you write and package case studies in a way that captures the attention of your prospects and customers? Tune in to this episode of The Weekly Byte to find out!

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Topics: Sales and Marketing, The Weekly Byte

How NOT to Write a Sales Email

Posted by Nate Teplow on February 2, 2018

How NOT to Write a Sales Email

I receive a number of sales emails and correspondence throughout any given week. Some pique my interest, some I just brush off and ignore. But I received one the other day that was just plain BAD!

Upon first glance, the email copy may not seem as horrendous. Below, however, I share and dissect the message to show MSPs how NOT to write a sales email and provide tips for your next prospect send! 

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Topics: Business Development and Growth, Sales and Marketing

The Top 5 MSP Blog Posts of January 2018

Posted by Lily Teplow on February 1, 2018

The Top 5 MSP Blog Posts of January 2018

With a month of 2018 already under our belts, we thought we'd take a moment to recap our top blog posts so far. MSP sales and marketing seems to be the key theme in this month’s roundup. With these top 5 posts and best practices, you’ll be well on your way to growing and scaling your business with ease.

Read on to discover how to successfully sell clients on managed services, how to grow well beyond the $1–2 million revenue mark, and much more!

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Topics: Business Development and Growth, Sales and Marketing, Cybersecurity and Threat Management

How to Build High-Converting Landing Pages: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on January 29, 2018

How to Build High-Converting Landing Pages

Content creation is an essential component of any modern marketing strategy—but once you've created the content, you need to have effective landing pages to encourage website visitors to actually download it! In this episode of The Weekly Byte, we explore several landing page best practices designed to help you optimize conversion and generate more leads.

Tune in now to discover how the right combination of language, visuals, a strong call-to-action and other elements can help you increase conversion and generate high-quality leads using content!

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

6 Elements Every MSP Website Should Have: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on January 22, 2018

Six Elements Every MSP Website Should Have

Your website is arguably your most important marketing asset—it’s where you can make a first impression with prospects, offer information about your products and services, and convert visitors into leads. But what should your website include? What information is most important, and how should you organize your content? Explore six website must-haves in this episode of The Weekly Byte!

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Topics: Sales and Marketing, Website Optimization and Design, The Weekly Byte

7 Steps for Hiring a Rockstar MSP Sales Rep

Posted by Lily Teplow on January 19, 2018

7_Steps_for_Hiring_a_Rockstar_MSP_Sales_Rep.jpg

The global demand for managed IT services is greater than ever before. Analysts suggest that the emergence and proliferation of new trends, cloud and security technologies will drive the overall market to $268.25 billion by 2022. And a big part of that market will be comprised of MSPs who cater to small- and medium-sized businesses. Just like yourself!

Now, how can you position yourself to grab a well-deserved slice of that very lucrative managed services pie? A great place to start would be to hire an MSP sales representative. The rockstars of the MSP sales community can not only land you the new clients you need to grow your business, but will also qualify them to make sure they are bringing on great fits for your MSP company.

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Topics: Business Development and Growth, Sales and Marketing

5 Keys to Writing a Great Sales Email: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on January 15, 2018

Five Keys to a Great Sales Email

Email is one of the most important channels your sales reps have at their disposal—but what makes a great sales email? What combination of messaging and tone will increase your open rates and encourage prospects to pick up the phone? Tune in to this episode of The Weekly Byte to find out!

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Topics: Sales and Marketing, Website Optimization and Design, The Weekly Byte

7 Habits of Highly Successful IT Service Providers: Habit #3

Posted by Joseph Tavano on January 11, 2018

7-Habits-of-Highly-Successful-IT-Service-Providers--Habit-#3.png

Getting your MSP business to $1–2 million in revenue is one thing, but moving beyond that requires a different strategy. In this third installment of the 7 Habits of Highly Successful IT Service Providers, you’ll learn what it takes to grow your sales operation beyond the personal network that originally brought you success.

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Topics: Revenue Growth and Profitability, Sales and Marketing

11 New Year's Resolutions All MSPs Need to Stick To

Posted by Scott Wittstock on January 9, 2018

11 New Year's Resolutions All MSPs Need to Stick To

Each new year, we gear up to make positive changes in our personal lives. We take time to organize, get active again and set our goals for the new year. The motivation for wanting positive change to happen at the new year exists because of the fundamental psychological drivers we share as humans. If we can capitalize on the inspiration we feel, then we can continue to grow and improve year after year.

In business as well, there is a compelling force that drives us to close out the old year and usher in the new year with improvements that help us strengthen our business in positive ways. Below are eleven resolutions every MSP should stick to in order to better their business in the new year.

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Topics: Business Development and Growth, Sales and Marketing

Your Byte-Sized Year in Review: The Top 5 Weekly Byte Episodes of 2017

Posted by Brandon Garcin on January 8, 2018

The Weekly Byte 2017 Recap

Happy New Year from The Weekly Byte! Before we officially kick things off with some fresh videos and new resources, we’re taking a look back at our top 5 episodes of 2017. You can view each of these videos below, many of which contain links to templates, downloadable materials and other resources you can leverage in your business.  

Thank you to all of our viewers who tune in to both the video and audio editions of the show—we’re grateful for your viewership and look forward to continuing to help you be successful in 2018!

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Topics: Sales and Marketing, Website Optimization and Design, The Weekly Byte, Inbound Marketing

Reasons to Use Managed IT Services in 2018

Posted by Meaghan Moraes on January 4, 2018

Reasons to Use Managed IT Services in 2018.png

As cited in TSIA’s The State of Managed Services 2017 report, managed services now represent 22 percent of services revenues, and overall net-new revenue for managed services continues to grow at a healthy average of 42 percent. It’s evident that the demand for managed services shows no signs of slowing down. In fact, a survey by Clutch.co shows that 69 percent of small- to medium-sized businesses (SMBs) hire at least one type of IT service provider. So, what is fueling this impressive level of adoption? Why are so many business owners fans of your business model? 

The following research illustrates the top reasons SMBs work with MSPs and IT solutions providers. As you build your 2018 sales strategy, pay attention to these main market drivers.

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Topics: Sales and Marketing, Remote Monitoring and Management, SMB Trends

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

The Top 5 MSP Blog Posts of 2017

Posted by Lily Teplow on December 29, 2017

The-Top-5-MSP-Blog-Posts-of-2017.png

What are your New Year’s resolutions for 2018? Maybe you’re hoping to devote more time to growing your managed services business, fill your lead pipeline or break into the cybersecurity space. These are all great goals to have, but to actually achieve them, you might need a little help.

Lucky for you, we’ve rounded up our top five posts from the MSPblog this year. With tips and best practices on optimizing your technical team, mastering the MSP sales process, incorporating security into your tech stack and much more, you’ll be set up for success in the new year. Take a look at our top posts below to get a head start on your resolutions!

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Topics: Business Development and Growth, Sales and Marketing, Cybersecurity and Threat Management

Marketing Made Easy: Content that Generates the Most Leads

Posted by Lily Teplow on December 26, 2017

As an MSP, you’ve already mastered the art of modern IT, but can you say the same when it comes to marketing? If the basics of marketing don’t come naturally to you or your business, don’t fret. We’re taking a 101 approach to show you how to grow your managed IT services business by creating the best content, content that will actually generate leads for your company.

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Topics: Sales and Marketing, Inbound Marketing

How to Create the Perfect Call-to-Action: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on December 18, 2017

How to Create the Perfect CTA

When it comes to website conversion, the right call-to-action (CTA) can be the difference between a highly successful landing page and one that isn’t worth its weight in pixels. But what makes a great CTA? And how can you go about optimizing your existing CTAs to increase click-through rates? Tune in to this episode of The Weekly Byte to find out!

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Topics: Sales and Marketing, Website Optimization and Design, The Weekly Byte

How to Connect with New Tech Leads and Customers on LinkedIn

Posted by Benjamin Brier on December 15, 2017

How-to-Connect-with-New-Tech-Leads-and-Customers-on-LinkedIn.png

Selling IT services can be challenging—especially because the space is noisy and complex. From products to SaaS-based solutions to channel partners to VARs, today’s buyer is constantly bombarded with “the best” offer. But your IT services are the best, right? And your audience needs to know!

So, where do you go? What can you say to attract them to your business? Whatever you do, you have to do it differently and authentically in order to get customers on the phone. If you’re looking for a platform designed for making personal connections and selling socially, it’s time to leverage LinkedIn to grow your prospect list and business.

MSP marketing has evolved. Here’s a walkthrough of how to effectively use LinkedIn as a sales tool and get through to the right people with the right delivery.

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Topics: Sales and Marketing, Lead Generation

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

Gated vs. Ungated Content: When to Use Each | The Weekly Byte [VIDEO]

Posted by Brandon Garcin on December 11, 2017

Gated vs. Ungated Content

One of the most important functions of a modern MSP website is lead generation—and one of the best ways to actually generate new leads is by using gated content. In this episode of The Weekly Byte, we explore the concept of gated content and when it does (or doesn’t) make sense to gate certain assets!

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Topics: Sales and Marketing, Website Optimization and Design, The Weekly Byte

Your 2018 Business-Wide Success Guide | Part 2: Selling Upstream

Posted by Robert Kocis on December 6, 2017

Your 2018 Business-Wide Success Guide | Part 2: Selling Upstream

As more companies begin to invest in managed services in the year to come, developing the right sales strategy is top of mind for all IT service providers. However, due to longer sales cycles, higher cost of sales and new buyer behavior, selling managed services is quite different than selling any other kind of technology. Providers can no longer take the “same old sales” approach if they’re to generate viable sales leads and grow their business. So, how can you adapt your sales strategy in 2018?

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Topics: Revenue Growth and Profitability, Sales and Marketing

Four Ways to Generate More Leads in 2018 Without Spending a Dollar: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on December 4, 2017

How To Generate More Leads in 2018

There’s a lot to figure out as we move into 2018, and you’ll want to make sure you’re spending time developing the right sales and marketing plans—but what if you don’t have the budget needed to invest in a formal marketing strategy? Fortunately, there’s a lot you can do to bolster your lead generation efforts without spending a single dollar—and we cover four examples in this episode of The Weekly Byte!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Your 2018 Business-Wide Success Guide | Part 1: Growth Planning

Posted by Lily Teplow on November 29, 2017

Your 2018 Business-Wide Success Guide | Part 1: Growth Planning

Whether we like it or not, this year is quickly coming to a close. As we set our eyes on 2018, it’s only natural to start thinking about the best path forward. But how can you ensure that your business is set up for future success?

Introducing Your 2018 Business-Wide Success Guide! This series is designed to help you plan for and achieve success in the year to come. Each of the following five posts will dig into a specific department of your business. We’ll be able to reflect on and assess your efforts of the past year, as well as establish a success plan going forward. You’ll also hear from experts on each subject along the way, providing you with tangible tips and tricks to get ahead—and stay ahead—in the new year.

Keep reading to discover how you can start planning for growth in 2018, one department at a time.

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Topics: Business Development and Growth, Sales and Marketing

How to Become a Master of MSP Marketing

Posted by Lisa Greene on November 22, 2017

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Effective marketing is a challenge for businesses of any size and industry today, and IT service providers are no exception. You could have a rock-solid infrastructure, fast and accurate procedures, and proactive support, but none of it’s any good if you can’t generate and capture new business. Without effective marketing, it can be very difficult to grow your business and break into new markets.

At Arvig, marketing is at the core of our business’ success. Marketing, sales and IT all need to be aligned in order to effectively communicate our unique services and express the value we’re offering our clients. If you’re looking to become a master of MSP marketing, here are our key tips for success!

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Topics: Sales and Marketing, Lead Generation

How MSPs Should Prepare For The Holiday Season: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on November 20, 2017

How MSPs Should Prepare for the Holidays

The holiday season is upon us, and it comes with no shortage of opportunities—and potential headaches—for MSPs. In this episode of The Weekly Byte, we outline four ways to plan and prepare for the holidays to keep both your team and your customers happy. Tune in to learn more!   

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Are You Getting the Most ROI out of Your Marketing Strategy?

Posted by Nate Teplow on November 17, 2017

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I think everyone can agree on the importance of marketing today, but many IT service providers struggle with how much money and resources they should allocate to it. Marketing is an investment—it’s a collection of activities that must be continuously worked at and updated. But how can you ensure you’re making the most of your efforts if you’re limited on time and resources?

If this is a big concern for you, you’re not alone. I’ve helped many of our MSP partners optimize and scale their marketing strategy, and with these three essential tips I’m about to share, you too will be able to get the best return on your marketing investment. Keep reading to learn how to increase your overall marketing performance and define what metrics you should be tracking for long-term success.

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Topics: Sales and Marketing, Inbound Marketing

Building Your IT Business Throughout the Sales Funnel

Posted by Meaghan Moraes on November 16, 2017

Building Your IT Business Throughout the Sales Funnel

In the managed IT services business, your focus is not only on keeping your clients’ IT environment running smoothly, but also on building a thriving business for years to come. In order to effectively sell your services and achieve scalability, you need to differentiate your business from the rest. What are the unique benefits you can offer? How should your audience think of your brand? Who is your ideal audience and what’s the best way to speak to them?

Utilizing inbound marketing tactics will help you find more opportunities and close clients faster. Follow these proven steps to take full advantage of the sales funnel and, as a result, position your company as the clear solution for future clients.

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Topics: Sales and Marketing, Client Acquisition and Management

Introducing: A Quick Guide to Marketing and Selling Cybersecurity

Posted by Lily Teplow on November 15, 2017

Quick-Guide-to-Marketing-and-Selling-Cybersecurity.png

The need to enhance cybersecurity is a given today for both Managed Service Providers (MSPs) and their clients. The constant news headlines containing “ransomware,” “cybercrime,” “data breach” or the like has made security top of mind for businesses of all sizes—prompting MSPs to start thinking more seriously about their cybersecurity services and how to best offer them to clients.

There is a huge opportunity for MSPs to pave the path to their clients’ success, but it all starts with cybersecurity sales. However, selling your managed security services isn’t always easy. Your focus and priority is on keeping your clients protected, yet this makes it difficult to find the time to create your own marketing campaigns. But, imagine if you could become a cybersecurity sales expert without doing all the heavy lifting…

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Topics: Sales and Marketing, Cybersecurity and Threat Management, Managed Security Services

When Should You Say "No" To a Prospect? The Weekly Byte [VIDEO]

Posted by Brandon Garcin on November 13, 2017

When Should You Say No to a Prospect title=

You can’t grow your business if you’re not acquiring new customers—but that doesn’t mean you should take on every single opportunity that comes your way. In fact, knowing when to say “no” to a prospect can be just as valuable as knowing when to say “yes.” In this episode of The Weekly Byte, we explore when it might make sense to pause (or walk away from) a potentially bad deal!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

How Social Selling Can Help MSPs Generate New Leads and Improve Close Rates

Posted by Brandon Garcin on November 9, 2017

How Social Selling Can Help MSPs Generate New Leads and Improve Close Rates

The modern business-to-business (B2B) sales cycle and buyer’s journey have changed dramatically over the last several years—and if you’re still relying on traditional prospecting tactics to win new business, you may be limiting your pipeline and losing deals.

While cold calls and referrals can still be valuable, the most successful sales reps today are leveraging digital channels and creating personalized prospect experiences to drive success—and one of the best ways to do this is through social selling.

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Topics: Sales and Marketing, Inbound Marketing, Lead Generation

Fueling Your Funnel: Navigating 4 Sales and Marketing Phases to Close Clients Faster

Posted by Mary McCoy on November 8, 2017

Fueling Your Funnel: Navigating 4 Sales and Marketing Phases to Close Clients Faster

I've reviewed countless IT service provider websites, but one thing that's abundantly clear is that not enough organizations take the time to clearly map out their sales and marketing funnel. The first warning sign? Home pages that lead with "Contact Us" or "Schedule a Consultation" requests and nothing else. Right off the bat, this tells me that these companies are only marketing to companies that know of and are ready to evaluate their IT services. Sure, this is an important audience to hit and you want your sales representatives to work prospects with the highest level of sales readiness, but what about the rest of the prospect pool who may not be ready to commit—who may not even know who you are or why they need you?

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Topics: Sales and Marketing, Client Acquisition and Management

How to Host the Perfect Webinar: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on November 6, 2017

How to Host the Perfect Webinar

Webinars are a great way to drive leads, engage with prospects and customers, and more—but you’ll need more than just a screen-sharing tool to successfully deliver webinar content. In this episode of The Weekly Byte, we explore how to host the perfect webinar! Once you've watched today's episode, you can click here to access your webinar success kit

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

5 Steps to Optimizing Your Webinar Strategy

Posted by Lily Teplow on November 3, 2017

5 Steps to Optimizing Your Webinar Strategy

“What’s your current webinar strategy like?”

“Well, I’ve made a point to attend lots of webinars... but I’ve never actually hosted one myself. What should I do?”

This is how 90 percent of my conversations started when talking to our MSP partners at Navigate 2017’s Grow Your Business Hub. Many understood the value of webinars—being able to educate and establish oneself as a thought leader in the industry. However, few actually took the next step to be a part of or host webinars of their own.

If you’re looking to strengthen your webinar strategy and generate more leads, this post will serve as your guide to hosting and executing a successful webinar.

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Topics: Sales and Marketing, Webinar

How to Take the Fear Out of Cybersecurity Sales: The Hallo-Weekly Byte [VIDEO]

Posted by Brandon Garcin on October 30, 2017

How to Take the Fear Out of Cybersecurity Sales

There’s no denying the need for effective cybersecurity services in the small- and mid-sized business (SMB) market today—but IT providers need to have the right go-to-market strategy in order to effectively demonstrate their value and win security business. In this special Halloween edition of The Weekly Byte, we explore how to take the fear out of cybersecurity sales!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

5 Proven Ways to Optimize Your Website and SEO Strategy

Posted by Mariam Ahmad on October 26, 2017

5 Proven Ways to Optimize Your Website and SEO Strategy

Let’s face it: we’re living in a digital age, which means that your website has become a 24x7x365 selling tool. Whenever a user or business is experiencing a particular problem, they turn to search engines like Google and click on the most relevant result. As an IT service provider, you’re in the business of solving problems, so how can you ensure that your website appears on that first page?

The traffic you capture via organic search is free, and having a solid search engine optimization (SEO) strategy is an extremely effective way to drive qualified traffic to your website. To do this successfully, however, IT service providers need to understand the most important elements of SEO and implement the best tactics. In this post, we’ll dive into the five proven ways you can strengthen your website and SEO strategy, increase your rankings and optimize your online presence. Let’s get started!

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Topics: Sales and Marketing, Website Optimization and Design, Search Engine Optimization

Four Ways to Generate New Leads Using LinkedIn: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on October 23, 2017

Generating Leads on LinkedIn

LinkedIn is one of the largest and most successful B2B networks that exists today—but are you using it as a lead generation tool? With the right combination of LinkedIn features, functionality, and a few best practices, you can transform the platform into a robust selling tool for your business. In this episode of The Weekly Byte, we show you how to take capitalize on all that LinkedIn has to offer from a lead and demand generation perspective!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Defining Your Value Proposition: Six Keys to Success | The Weekly Byte [VIDEO]

Posted by Brandon Garcin on October 16, 2017

Defining Your Value Proposition

One of the biggest challenges in MSP sales and marketing today is differentiating yourself from your competition—but with the right value proposition, your organization can stand apart from the rest with every pitch and presentation you make. Tune into this episode of The Weekly Byte to uncover six keys to creating an effective value proposition!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

5 Website Mistakes That Are Hurting Your Google Ranking: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on October 9, 2017

5 Website Mistakes Hurting Your Google Ranking

Google’s search algorithm is complex and constantly changing, and if your website isn’t keeping up with the latest trends and expectations you may find yourself falling through the ranks and losing visibility. In this episode of The Weekly Byte, we cover five website mistakes that may be hurting your Google presence—tune in now to avoid these pitfalls! 

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

6 Ways to Transform Your Website into a Lead-Generation Engine

Posted by Lily Teplow on October 6, 2017

6 Ways to Transform Your Website into a Lead-Generation Engine

Today, a solid presence on the web is a must-have for businesses. A great website can help you drive valuable leads into your sales pipeline and generate a steady stream of prospects to engage with. However, this is all dependent on if you’ve got the right content and layout.

So, what makes an MSP website most successful? Well, I’ve had the chance to look at a look of MSP websites—whether it be in my day-to-day or at the Grow Your Business Hub at Navigate—and I’ve noted a few key essentials. Let’s go over the six elements to include on your website in order to generate more leads and create a positive experience for your users.

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Topics: Sales and Marketing, Website Optimization and Design, Lead Generation

How to Make the Most of Live Events: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on October 2, 2017

How to Make the Most of Live Events

Live events are a great way to get some facetime with your prospects and customers—but with so many events and meetups taking place these days, it can be difficult to know how and where to spend your time. Tune into this episode of The Weekly Byte to discover how to make the most of live events as either an attendee or a sponsor!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

6 Types of Blog Posts (and When to Use Them): The Weekly Byte [VIDEO]

Posted by Brandon Garcin on September 25, 2017

6 Types of Blog Posts and When to Use Each

A blog is the perfect vehicle for publishing content that attracts new prospects to your website, educates readers and generates leads—but what types of posts should you actually be creating to maximize your blog’s effectiveness? In this episode of The Weekly Byte, we explore six types of blog posts and discuss when to use each!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

How and When to Refresh Content: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on September 18, 2017

When to Refresh Your Content

Content may be king, but that doesn’t mean you need to reinvent the wheel every time you want to create an asset. In fact, repurposing and refreshing existing resources can at times be even more valuable than building something new from scratch! In this episode of The Weekly Byte, we explore exactly how and when you should refresh your content—tune in now to learn more. 

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Website Navigation Best Practices to Improve UX: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on September 11, 2017

Website Navigation Best Practices to Improve UX

Navigation is one of the most important elements on your website—it helps direct traffic, shows your users what type of content lives on your website, and more. But without proper organization, effective language and other important components, your navigation may actually deter visitors and prevent them from engaging with your website. In this episode of The Weekly Byte, we offer several best practices to help you optimize your navigation to improve the user experience (UX) of your website!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

How to Generate New Leads from Existing Customers: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on September 4, 2017

How to Generate New Leads from Existing Customers

Are you leveraging your existing customer base to generate leads and win new business? If you’re relying exclusively on traditional prospecting techniques, you may be leaving opportunities on the table—but don’t worry! In this episode of The Weekly Byte, we explore how to tap into your customer network to generate new leads. 

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

On-Page vs. Off-Page SEO: Which is More Important? | The Weekly Byte [VIDEO]

Posted by Brandon Garcin on August 28, 2017

The Weekly Byte Episode 69

There’s no denying the value that an effective search engine optimization (SEO) strategy can bring to your marketing and sales efforts—but should you be spending more time focusing on on-page or off-page SEO? In this episode of The Weekly Byte, we explain the difference between these two tactics and explore whether one is more valuable than the other as you look to boost your lead generation efforts!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

How to Align Your Content with Buyer Stages: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on August 21, 2017

The Weekly Byte Episode 68

Content plays a crucial role in your marketing and sales efforts—but in order to maximize its effectiveness, you’ll need to align your resources with appropriate buyer stages to ensure you’re using the right assets at the right time. In this episode of The Weekly Byte, we explain how to map your marketing materials to your sales funnel to increase conversion rates and reduce sales cycles!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

How to Build an SEO Strategy Part 3: Long-Term Planning | The Weekly Byte [VIDEO]

Posted by Brandon Garcin on August 14, 2017

The Weekly Byte Episode 67

Ready to take your Search Engine Optimization (SEO) program to the next level? Now that we’ve had a chance to discuss the early development of an SEO strategy and explore how to create keyword-rich content, it’s time to dive into long-term planning and optimization of your strategy. Tune into this week’s episode to learn more about aligning business objectives with SEO, following Google updates and more! 

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

How to Build an SEO Strategy Part 2: Creating Keyword-Rich Content | The Weekly Byte [VIDEO]

Posted by Brandon Garcin on August 7, 2017

The Weekly Byte Episode 66

In last week’s Byte, we discussed how to begin building a successful Search Engine Optimization (SEO) strategy to bolster your marketing and lead generation efforts—and in this week’s episode, we take things a step further and explain how to create keyword-rich content that will attract visitors to your website. Tune in now to get started!        

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

How to Build an SEO Strategy Part 1: Getting Started | The Weekly Byte [VIDEO]

Posted by Brandon Garcin on July 31, 2017

The Weekly Byte Episode 65

There’s no denying the importance of Search Engine Optimization (SEO) in marketing today—but building an SEO framework and creating keyword lists from scratch can be an overwhelming process if you haven’t done it before. In this episode of a special multi-part Weekly Byte series, we offer several tips and recommendations to help you lay the foundation for an effective SEO strategy that can help you drive more leads and win new business!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

How to Write Email Copy That Converts: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on July 24, 2017

The Weekly Byte Episode 64

A strong subject line will encourage your prospects and customers to open the emails you're sending them—but once they’ve opened an email, you’ll need to have engaging content inside to encourage them to click through and take that next step forward. In this episode of The Weekly Byte, we explore how to write compelling email copy that converts!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Subject Line Best Practices to Increase Open Rates: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on July 17, 2017

The Weekly Byte Episode 63

Email is one of today’s most popular marketing and sales channels—but if you want your prospects and customers to actually open the emails you're sending them, you’ll need a strong subject line. In this episode of The Weekly Byte, we offer helpful tips and tricks you can use to optimize your subject lines and increase email open rates!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

5 Must-Haves for Your LinkedIn Profile: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on July 10, 2017

The Weekly Byte Episode 62

What makes a LinkedIn profile great? For MSPs, it’s all about creating the right first impression with your prospects and customers. In this episode of The Weekly Byte, we outline five must-haves for your LinkedIn profile—tune in now to learn more!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Building Your 2H 2017 Marketing Plan: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on July 3, 2017

The Weekly Byte Episode 61

Are your marketing programs setup for success in the second half of the year? In last week’s byte, we talked about how to conduct a mid-year performance review of your marketing programs to determine what’s working and what isn’t—and this week, we explore how to put that insight into practice and build a successful plan of attack for the remainder of the year. Tune in now to learn more!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Your Mid-Year Marketing Checkup: What's Working and What Isn't? The Weekly Byte [VIDEO]

Posted by Brandon Garcin on June 26, 2017

The Weekly Byte Episode 60

It’s important to keep tabs on the performance of your marketing and sales programs to ensure you’re getting the right ROI and are meeting your goals for the year. And since we’re now halfway through 2017, there’s no time like the present to dig into the numbers and make sure you’re on track for a successful second half of the year! In this episode of The Weekly Byte, we offer quick insights into how you can measure and take a temperature check of your marketing programs.  

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

A White Label Sales Deck You Can Use to Pitch to Prospects: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on June 19, 2017

The Weekly Byte Episode 59

Making the right first impression with your prospects can be the difference between a successful close or a lost opportunity—and the sales materials and presentations you leverage play a significant role in that process. With that in mind, we’re excited to introduce a new white-label deck you can use to demonstrate your value during pitch meetings! In this episode of The Weekly Byte, we talk about the value of a strong presentation, where to download the deck and how best to leverage it.  

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Stock Photography Do’s and Don’ts for Your MSP Website: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on June 12, 2017

The Weekly Byte Episode 58

Your website needs to have the right blend of copy, visuals and interactive content in order to attract and convert visitors—and when used properly, stock photography can play an important role in the imagery you’re using on the web. In this episode of The Weekly Byte, we explore several do’s and don’ts when it comes to leveraging stock photos on your website!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

How to Segment Your Prospect Database to Increase Conversion Rates: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on June 5, 2017

The Weekly Byte Episode 57

Email marketing provides a great platform for you to nurture your leads and prospects and eventually convert them into customers. It’s difficult, however, to be all things to all people—and if you aren’t segmenting your database effectively you may struggle to achieve the results you’re looking for. In this episode of The Weekly Byte, we discuss how to segment your prospects based on their unique interests to deliver targeted content and boost conversion rates. Tune in now to learn more!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Four Reasons to Leverage Chat on Your Website: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on May 30, 2017

The Weekly Byte Episode 56

Web-based chat provides a great vehicle for engaging with prospects and customers in real-time, and has a number of benefits that phone or email support can’t provide. In this episode of The Weekly Byte, we outline four reasons you should be leveraging chat on your website. Tune in now to learn more!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

5 Places to Generate Your Next Content Idea: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on May 22, 2017

The Weekly Byte Episode 55

So, you want to write a blog post, publish an eBook, record a podcast, host a webinar or anything in between. Where do you come up with the content? What topics and issues are going to resonate with your customers and prospects?

Fortunately, coming up with great content ideas doesn’t need to be as challenging or overwhelming as it may seem. In this episode of The Weekly Byte, we explore five channels you can tap into today to begin generating great content ideas and set yourself up for success!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

The Missing Piece in Your MSP Email Marketing Strategy

Posted by Scott Spiro on May 19, 2017

The Missing Piece in Your MSP Email Marketing Strategy

As CEO of Computer Solutions Group, I've worked with like-minded managed services providers (MSPs) from around the country to share marketing strategies and success stories.

When it comes to bridging the gap between marketing and sales, the MSPs I've partnered with consistently express some of the same challenges to closing new leads – specifically around email marketing. So, to help you find success and grow your business, here are some tips you can use to strengthen your email marketing strategy.
 

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Topics: Sales and Marketing, Inbound Marketing

5 Marketing KPIs You Should Be Tracking: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on May 15, 2017

The Weekly Byte Episode 54

You can’t manage what you don’t measure, and marketing is no exception. In order to understand whether marketing programs are effectively generating leads and attracting the right visitors to your brand and website, you need to track the right metrics and key performance indicators (KPIs). In this episode of The Weekly Byte, we dive into five marketing KPIs that all MSPs should be tracking—watch now to learn more! 

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

4 Types of Blog Posts You Should be Writing (and Prompts to Get You Started)

Posted by Mary McCoy on May 9, 2017

4 Types of Blog Posts You Should be Writing (and Prompts to Get You Started)

Did you know that B2B bloggers generate 67 percent more leads? By now, you’ve probably heard about the many benefits of having a business blog. Quite frankly, you might be left in the digital dust if you don’t have one today. Blogging is a great way to create valuable content, reach potential clients and share your knowledge and expertise with your website visitors. So, don’t you want to get started?

Let’s be honest: knowing exactly where to start or what you should be blogging about does not always come naturally. The great news is, you don’t have to do all of the heavy-lifting yourself! To get your wheels turning, here are four key types of blog posts you should plan to write, as well as a list of questions designed to help you create content your target audience will actually want to read.

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Topics: Sales and Marketing, Inbound Marketing

How MSPs Can Drive Success with Account Based Marketing: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on May 8, 2017

The Weekly Byte Episode 53

Account-based marketing (ABM) is a great way to drive business by targeting individual prospects and high-value opportunities—and it’s quickly becoming one of today’s most popular marketing trends. In this episode of The Weekly Byte, we dive into the concept of ABM and offer a few key pointers and recommendations for MSPs that are looking to start developing an account-based strategy. Tune in now to learn more!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

20+ Charts You Can Use in Your Sales & Marketing Efforts: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on May 1, 2017

The Weekly Byte Episode 52

Data visualization is a great way to leverage statistics, market research and important metrics in your marketing and sales collateral. The right graphics can help augment any text or bullets you’re leveraging, and sourcing data from well-known research firms and groups is a great way to build the use case for your managed services offerings. In this special one-year anniversary episode of The Weekly Byte, we dive into this topic and offer access to 20+ charts you can instantly download and leverage in your own efforts!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

15 Newsletter Templates You Can Send to Prospects & Customers Right Now: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 24, 2017

The Weekly Byte Episode 51

Newsletters are a great way to stay top-of-mind with prospects and customers, while providing valuable and educational information they can use to be more productive in the workplace. In this episode of The Weekly Byte, we explore the value of an e-newsletter and offer 15 customizable templates you can download to jumpstart your efforts today!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

5 Ways to Improve Website Conversion Rates: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 17, 2017

The Weekly Byte Episode 50

Lead generation is arguably the most important function of your MSP website—but it takes more than simply putting a few forms up to drive long-term success. In this episode of The Weekly Byte, we look at five ways you can improve conversion rates on your website to start generating more leads today!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

4 Ways to Create a Consistent Brand Message & Value Proposition: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 10, 2017

The Weekly Byte Episode 49

Defining your value proposition and identifying what makes your business unique is a key component of your marketing and sales strategy—but how do you ensure that message is used consistently across various digital channels and even during sales conversations? In this episode of The Weekly Byte, we explore four ways to make sure your value prop is being delivered effectively and consistently!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

What to Do After a Prospect Fills Out a Lead Form: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 3, 2017

The Weekly Byte Episode 48

How are your sales reps engaging with leads who fill out forms on your website? Leveraging content to generate leads via your website is an essential component of inbound marketing, but how you follow up with those leads is equally important. In this episode of The Weekly Byte, we break four ways you can follow up with web-generated leads. Tune in now to learn more!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Six Fields to Include on Lead Capture Forms: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on March 27, 2017

The Weekly Byte Episode 47

Capturing leads via your website is one of the best ways to build your prospect database—but what information should you actually be asking visitors to submit when filling out your forms? In this episode of The Weekly Byte, we break down six fields you can include in your lead capture forms!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Three Ways MSPs Can Generate More Leads: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on March 20, 2017

The Weekly Byte Episode 46

For MSPs that are looking to improve their marketing efforts and attract new business, lead generation is the name of the game. And while channels like your blog, social media and the content you create are all great ways to encourage prospects to engage with you, they aren’t the only means of getting fresh new contacts into your database. In this episode of The Weekly Byte, we explore three additional ways MSPs can generate leads and start filling sales pipelines. Tune in now to learn more!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Three AdWords Tips to Help MSPs Reduce Cost-Per-Click (CPC): The Weekly Byte

Posted by Brandon Garcin on March 13, 2017

The Weekly Byte Episode 45

AdWords can be a bit overwhelming at times, but with the right strategy MSPs can drive high-quality leads through targeted and focused pay-per-click campaigns and programs. In today’s episode of The Weekly Byte, we offer three tips to help you minimize cost-per-click (CPC) and maximize the return on your AdWords investment. Tune in now to learn more!

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Topics: Sales and Marketing, The Weekly Byte, Inbound Marketing

Homepage Housekeeping: Four Keys to Making a Strong First Impression | The Weekly Byte [VIDEO]

Posted by Brandon Garcin on March 6, 2017

The Weekly Byte Episode 44

Your website’s homepage is all about first impressions, and whether or not you can effectively encourage visitors to engage with content, learn more about your services and take that next step forward. In this episode of The Weekly Byte, we look at four homepage must-haves that can help you send the right message to prospects. Tune in now to learn more!

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Topics: Sales and Marketing, Website Optimization and Design, The Weekly Byte

An MSP's Guide to On-Site SEO

Posted by Scott Spiro on February 2, 2017

An MSP's Guide to On-Site SEO.png

Does your managed services company struggle to get found online? In the B2B space today, a majority of the sales process happens online. In order to get leads through the door, you need markers in place to direct the right people to your website. Search engine optimization (SEO) gives your business the visibility it needs to bring in new clients.

Oftentimes, MSPs don't know where to start with digital marketing and SEO because it falls outside their area of expertise. Here are some tips you can use to improve your SEO strategy and optimize your website for lead generation.

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Topics: Sales and Marketing, Website Optimization and Design, Search Engine Optimization

Three Things You Should NOT Do on Your MSP Website: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on January 30, 2017

The Weekly Byte Episode 40

Building an effective MSP website that drives high-quality leads isn’t an easy task—and although there are a number of important best practices you should be following, there are also a number of pitfalls and mistakes you’ll want to avoid.

In this episode of The Weekly Byte, we explore three common web marketing tactics that can actually end up working against you. Tune in now to learn how to overcome these challenges and transform your website into a powerful lead-generating engine!

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Topics: Sales and Marketing, Website Optimization and Design, The Weekly Byte

Your Byte-Sized Year in Review: The Top 5 Weekly Byte Episodes of 2016

Posted by Brandon Garcin on December 26, 2016

The Weekly Byte 2016 Recap

Earlier this year, we set out to create a new video series that would provide MSPs with quick, actionable insights and recommendations that spanned a variety of sales, marketing and business topics. The Weekly Byte was born, and we’re excited to be approaching our 40th episode—and we're grateful to our viewers for the level of engagement the show has gotten.

This week, we’re taking a look back at the five most popular Weekly Bytes of 2016. You can view each of them below!   

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Topics: Sales and Marketing, Website Optimization and Design, The Weekly Byte, Inbound Marketing

How to Showcase Company Culture on Your Website

Posted by Alicia Lazzaro on December 16, 2016

How to Showcase Company Culture on Your Website

We’ve discussed how your website is one of the first impressions a potential customer has of your company. The design of your site is important and helps you stand out from your competitors, but your website is also an opportunity to share your story. Your company has a culture all its own, thanks to the people, products and partners that make it what it is. There are many ways to highlight these aspects of your business throughout your entire website.

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Topics: Sales and Marketing, Website Optimization and Design

Three More Things Every MSP Website Should Have: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on November 14, 2016

The Weekly Byte Episode 30

In last week's episode of The Weekly Byte, we looked at three essential elements to include on your MSP website in order to generate leads and create a positive experience for your users. This week, we’re looking at three more! Tune in to make sure you’ve got these important elements on your site.  

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Topics: Website Optimization and Design, The Weekly Byte

Three Things Every MSP Website Should Have: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on November 7, 2016

The Weekly Byte Episode 29

A great MSP website can drive valuable leads into your sales pipeline and generate a steady stream of prospects for you to engage with—if you’ve got the right content and layout. In this episode of The Weekly Byte, we look at three essentials that every MSP should have on their website to help transform it into a lead-generation engine. Tune in now to learn more!

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Topics: Website Optimization and Design, The Weekly Byte

Three Free Tools MSPs Can Use to Improve Website Visibility & SEO: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on October 10, 2016

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Search Engine Optimization (SEO) best practices are constantly changing, and it can be difficult to stay up-to-date on the latest tips and tricks to ensure your website gets a top Google ranking and brings in valuable organic traffic. The good news is there are a number of free tools available that can help you identify what’s working—and what can be improved—throughout different areas of your website. In this episode of The Weekly Byte, we explore three of these tools and how they can help boost your SEO efforts. Tune in now to learn more!

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Topics: Website Optimization and Design, The Weekly Byte, Inbound Marketing, Search Engine Optimization

Getting Started with SEO and Google Analytics [SlideShare]

Posted by Lily Teplow on July 14, 2016

What efforts are you making when it comes to search engine optimization (SEO)? Do you even know where to start? Online search has become the go-to for most Internet users, which is why your web pages need to be optimized to increase your chances of being discovered by potential clients.

In this SlideShare, we’ll go through five simple steps you can take to build a thriving, lead-generating, SEO-optimized website! Are you ready to get started?

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Topics: Sales and Marketing, Website Optimization and Design, Search Engine Optimization

Top 5 Moments from MSP Radio #50 - #99

Posted by Joseph Tavano on July 6, 2016

As MSP Radio approaches a major milestone with its 100th episode, Nate Teplow and Joe Tavano look back at the top most-downloaded episodes from the last 50 shows.

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Topics: Backup and Disaster Recovery, Website Optimization and Design, Cybersecurity and Threat Management, Podcast, Search Engine Optimization

Website & SEO Best Practices for MSPs

Posted by Joseph Tavano on June 29, 2016

In the past five years SEO has changed substantially, and what was once a go-to solution could now hurt a site's rankings. What are some of the new best practices to make sure your website is seen by your prospects?

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Topics: Backup and Disaster Recovery, Website Optimization and Design, Podcast, Search Engine Optimization

Why a Simplified UI Should be at the Core of Your BDR Experience

Posted by Dan Zavala on June 24, 2016

User experience (UX) encompasses the interaction our partners have with our IT management platform. Here at Continuum, we can't be successful unless our partners are successful and because of that, one of our company-wide goals is to ensure that our partners have the best possible interaction when working with our platform. More importantly, we strive to make the product simple to use so it supports partners' work rather than hinder it. 

As a user experience designer, I'm responsible for optimizing how our partners interact with our platform and in particular our backup and disaster recovery (BDR) solution, Continuum BDR. Recently, we completed a significant redesign of Continuum BDR's Server Backup Manager user interface (UI) in an effort to improve the UX for partners. It was a long but rewarding process, and as with all our endeavors, our partners were central to producing the new and improved Server Backup Manager we're so excited to deliver to you today.

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Topics: Backup and Disaster Recovery, Continuum BDR, Website Optimization and Design

Why You Should Use Alt Tags and Title Tags in All Images: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on June 13, 2016

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A picture is worth a thousand words, and images play a big role in Web marketing today—but there’s more to visuals than simply uploading a picture to your website and letting it display as is. By using Alt Tags and Title Tags, you can add additional context and language into your images that both improve user experience and improve SEO. 

Tune in to this episode of The Weekly Byte to discover the difference between each of these tags, what value they provide and more!

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

How to Differentiate From Your Competitors: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on June 6, 2016

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The managed IT services market is a crowded one, and it can be difficult to differentiate yourself from the competition and showcase what makes your business unique.

In this edition of The Weekly Byte, we look at several steps you can take to increase your visibility, stand apart from the crowd and demonstrate your unique value in your local market. Tune in today to make sure you're following these best practices and are doing everything you can to get noticed!

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

Four Ways LinkedIn Can Help Grow Your Business: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on May 16, 2016

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LinkedIn is often thought of as a more "business-oriented" social network when compared with Facebook, Twitter and others - but how do you actually use LinkedIn to help expand your business?

This episode of The Weekly Byte explores four ways LinkedIn can help you grow your business, from building your brand to expanding your prospect list and everything in between. Tune in today to see if you're making the most of this powerful platform!

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

Five Pillars of Successful Email: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on May 9, 2016

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We're all getting lots of email these days, and marketing messages are flooding our inboxes on a daily basis. So how you can you cut through the noise and develop strong marketing and sales emails that encourage users to open, read and click through?

In this edition of The Weekly Byte we look five pillars of successful email, and offer our tips and best practices to help you craft powerful messages that get strong engagement and drive conversion. Tune in now to learn more!

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

Five Keys to a Strong Blog: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on May 2, 2016

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Blogging is a great way to create content, reach potential customers and share your knowledge and expertise with website visitors. But what should your blog actually look like? And how do you go about building a blog that actually attracts visitors and is designed to convert traffic into leads?

In this edition of The Weekly Byte, we look at five must-have elements in a strong blog. Whether you're a blogging expert or are just getting started, these best practices will help you ensure you're optimizing your blog in all the right places. Tune in now to learn more!

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

Wish Your MSP Website Generated More Sales Leads?

Posted by Brandon Garcin on April 28, 2016

Is your website optimized to attract visitors and convert traffic into high-quality leads? When it comes to Web design, SEO (Search Engine Optimization), paid search and other digital marketing tactics, there’s no shortage of complex strategies, tricks and tips you can leverage to increase your chances of being discovered online by potential customers. It’s important, however, to start with the basics – and before you can walk, you’ve got to learn how Google crawls.

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Topics: Sales and Marketing, Website Optimization and Design

Three Quick Ways to Rank Better on Google: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 25, 2016

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In the world of SEO, Google is king - and understanding what factors are impacting your ranking is an important step in any successful SEO strategy.

In this edition of The Weekly Byte, we look at three ways to improve your Google ranking. Whether you're brand new to SEO or already have some optimization expierence, these quick tips can help you enhance your web presence and increase your chances of being discovered. Tune in now to learn more!

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

Three Signs of a Solid Video Marketing Presence: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 18, 2016

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If a picture is worth a thousand words, how much is a video worth? Video marketing is a great way to enhance your website, build your brand and provide both customers and prospects with valuable information. The key to success, however, lies in knowing how, when and where to leverage different types of videos.

In this edition of The Weekly Byte, we look at three signs of a strong video marketing presence. Whether you’re a video marketing expert or are brand new to video, these quick tips will help ensure you’re setting yourself up for success and making the most of the opportunities presented by video marketing.

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

Five Homepage Mistakes to Avoid at All Costs: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 11, 2016

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Having an effective website homepage is all about making a good first impression. If a visitor likes what they see, they'll be far more likely to click on a few links and visit additional pages to learn more about your business. If your homepage doesn't make a good impression, that visitor will likely head back to Google and look for a better result.  

In this edition of The Weekly Byte, we look at five homepage mistakes to avoid at all costs. These design and content errors can ruin a user's experience and prevent viewers from engaging with your website. You'll also gain an understanding of the first steps in optimizing and improving your homepage. Tune in now to make sure you're putting your best foot forward on your website!

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

Three Must-Haves in a Powerful Call to Action: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on April 4, 2016

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They say content is king, but without a great call to action (CTA) it’s difficult to drive conversion and turn website visitors into qualified leads.  

In this edition of The Weekly Byte, we explore three important elements in a good CTA – placement, look and language. Tune in now to discover how the right visuals, location and copy can transform your CTAs into powerful, high-converting marketing messages that encourage visitors to download content and engage with you.

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, The Weekly Byte

How to Design Your MSP Website with User Experience in Mind

Posted by Alicia Lazzaro on March 8, 2016

The following blog post was a joint contribution by Kaeli O'Connell, Interactive Web Marketing Associate and Alicia Lazzaro, Interactive Web Marketing Specialist at Continuum Managed IT Services.

User Experience. It’s one of those phrases that seems to be everywhere these days, but what does it really mean? Though these two words are very familiar, the concept of user experience design is fairly new. According to the Nielsen Norman Group, user experience (UX) “encompasses all aspects of the end-user's interaction with the company, its services, and its products.” The group also asserts that “the first requirement for an exemplary user experience is to meet the exact needs of the customer, without fuss or bother.”

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design

Using Data To Dramatically Improve Your Sales Process: MSPradio 77

Posted by Nate Teplow on January 20, 2016

It's hard to improve your sales processes when you're not tracking your sales activities. So how do you know which metrics and activities to track?

On this episode of MSPradio, we chat with Dan Nice, Director of Sales Operations atAmbition, about how to get more out of your sales team through sales performance software.

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Topics: Revenue Growth and Profitability, Sales and Marketing, Website Optimization and Design, Podcast

How to Turn Your Website Into a Lead Generation Machine: MSPradio 76

Posted by Nate Teplow on January 13, 2016

Your website is your storefront these days and is a key resource for generating new leads and acquiring new customers. However, most MSPs don't put enough time nor effort into web marketing and managing their website.

On this episode of MSPradio, we chat with Matthew Rodela, Host of the Computer Business Podcast, and Paco Lebron, Founder of ProdigyTeks PC Repair, about how MSPs can improve their website and use it as a tool to generate leads and find new business.

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Topics: Revenue Growth and Profitability, Sales and Marketing, Website Optimization and Design, Podcast

Getting Started with Redesigning Your Website

Posted by Alicia Lazzaro on January 5, 2016

So after reading my last post, What Does Your Website Say about You and Your Business?, you've made the decision to redesign your website - either because you have a new company focus or your current website is under-performing. Now what? Before you toss out everything you've done in favor of a fresh new design with radically different web copy and formatting, stop right there. It makes no sense to make improvements without knowing what needs to be improved. You must ask yourself the following five fundamental questions Why, What, Who, When and How.

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Topics: Business Development and Growth, Website Optimization and Design

Design & Branding Tips for MSPs: MSPradio 71

Posted by Nate Teplow on December 9, 2015

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Last week we chatted with the entire Grow Your Business Bar team from Navigate 2015, but we actually held an extended conversation with Liz Musgrave, Creative Marketing Associate at Continuum. She shared some tips on design and branding for MSPs and how you can take advantage of simple tools to create a professional, customized brand experience.

Tune in now and learn about how you can improve your branding with this special bonus material episode!

Have any thoughts to share or want to be on an upcoming show? Email us at mspradio@continuum.net

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Topics: Business Development and Growth, Sales and Marketing, Website Optimization and Design, Podcast

What Does Your Website Say about You and Your Business?

Posted by Alicia Lazzaro on September 30, 2015

Have you ever wondered what potential customers think about your business website? Do you know they have already formed an opinion of you and your business based on what your website looks like? Your website may have everything a client needs content-wise, but their first impression of your site is always based on what it looks like. Does it still look like it did six, ten or even twenty years ago?

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Topics: Business Development and Growth, Revenue Growth and Profitability, Sales and Marketing, Website Optimization and Design

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