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

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Featured Post

The Ultimate Guide to Success in Managed IT Services

What are the fundamentals to building a profitable managed IT services business? Keep reading to discover the four key ingredients for success.

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Why You Should NOT List Your MSP Services on Your Website

Posted by Nate Freedman on February 13, 2019

Why-You-Should-NOT-List-Your-MSP-Services-on-Your-Website

Strategy calls have always been a big part of my sales process. They're not only the best chance I have to get to know a prospect a little more before our relationship begins, but also an opportunity for me to provide some genuine value before we even get into the conversation of what things might look like if we work together.

On those strategy calls, I always make it a point to give whatever MSP owner I have the pleasure of speaking with a chance to ask questions. Without fail, there’s one question that comes up over and over again:

“How can I improve my website?”

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Topics: Sales and Marketing

Four Themes to Help MSPs Drive Cross-Sell Conversations in 2019: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on February 4, 2019

Four Themes to Help MSPs Drive Cross-Sell Conversations in 2019

When selling managed services, there are often opportunities to cross-sell or upsell existing clients that aren’t fully bought into your portfolio (or who aren’t leveraging your highest or premium service levels). In this episode of The Weekly Byte, we look at four ways MSPs can jump-start these conversations and increase their chances of capturing additional revenue in 2019!

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Topics: The Weekly Byte, Sales and Marketing

The Top 5 MSP Blog Posts of January 2019

Posted by Meaghan Moraes on January 31, 2019

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What are the keys to selling security services? Which tools should MSPs take advantage of? Where is the managed IT services market headed? We answer these questions and more in our roundup of the MSPblog's most popular posts of January 2019.

See below for the top five blog articles our readers couldn’t get enough of this month.

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Topics: Cybersecurity and Threat Management, Sales and Marketing

3 Winning Tactics to Approach Clients about Cyber Security

Posted by Derek Marin on January 24, 2019

3-Winning-Tactics-to-Approach-Clients-About-Cybersecurity

It’s tempting to simply slap your company logo on templated pitch decks and hit the phones. But, we all know how this ends—the one-size-fits-all playbook is dated and ultimately ineffective. And besides, upgrading isn’t the same as selling to a prospect!

Clients expect their MSP's protection. In addition, the client's general perception of cyber security is influenced by their MSP. In this blog post, I'll offer some key tips on how to guide your clients to purchase more cyber security services, including understanding their personal views on security, how to perceive that they may be interested, and some simple email templates to arrange an upgrade meeting. 

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Topics: Cyber Security, Managed Security Services, Sales and Marketing

Building Your Security Go-to-Market Plan on Sales Basics

Posted by Jennifer Bleam on January 23, 2019

Building-Your-Security-Go-to-Market-Plan-on-Sales-Basics

One of the biggest questions I’m asked when it comes to selling security is HOW to sell it. Whether you’re selling to new prospects or talking to existing clients during QBRs—at some point, you’ll have to have a sales conversation.

You may feel panicked at simply the thought of talking about security, especially if you don’t feel like an expert. Rest assured that you know a LOT more than the end user does. Stick to the basics and you’ll do just fine! In this post, we'll break down how to leverage that foundational sales knowledge when developing your security go-to-market plan. 

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Topics: Sales and Marketing, Managed Security Services

How to Build a Marketing Engine for Your MSP

Posted by Nate Freedman on January 22, 2019

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A few days ago, I was on the phone with a new prospect and we were talking about lead generation tactics that they could potentially explore in the new year. They were very clear about their goals—they wanted to start generating four new customers per month from their marketing, and they wanted to know from me what it would take to get them there.

Having been in this business for more years than I care to admit, lead generation happens to be one of my primary focuses. Based on that, I asked them the next logical questions: "How many new customers are you generating per month right now? What are you doing to get them?" The logic is simple—let's double down on what you're doing that's already working, then explore some new ways that we can potentially fill those gaps.

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Topics: Sales and Marketing

How to Sell Managed IT Services in 2019

Posted by Frank Bauer on January 16, 2019

A couple of years ago, I wrote a blog post called How to Sell Managed Services: Understanding the New Buyer Dynamic, a topic that's still top-of-mind for most MSPs today. In it I stressed that purchasing behavior has changed, rendering once popular sales strategies outdated and ineffective. Need proof on this? According to HubSpot, a mere two percent of cold calls result in an appointment. Clearly, there must be another way!

So let's say you're still struggling to fill your sales pipeline. You know what NOT to do because you've done it, and it isn't working. What then is the solution, how has it changed over time and what's driving that change?

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Topics: Revenue Growth and Profitability, Sales and Marketing

7 Reasons Every MSP Should Adopt Inbound Marketing

Posted by Lily Teplow on January 9, 2019

The advent of inbound marketing has leveled the competitive playing field. Size no longer matters, because Web-based marketing is entirely accessible and extremely affordable. These seven concepts define key differences between inbound and outbound marketing and explain why every MSP should adopt an inbound approach to marketing.

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Topics: Sales and Marketing

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

Posted by Brandon Garcin on January 7, 2019

Five Ways MSPs Can Beat the Competition

As we move into 2019, the managed services market is looking more competitive than ever before—and it can be difficult to differentiate yourself from other MSPs and IT providers. 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

The Top 5 MSP Blog Posts of 2018

Posted by Meaghan Moraes on January 1, 2019

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Happy New Year! What are your New Year’s resolutions for 2019? 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 mastering the MSP sales process, making strategic business decisions, incorporating security into your portfolio, optimizing your tech talent 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

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