WELCOME TO THE

THINK TANK

These articles are designed to help you build your own sales and marketing framework. MSPs face challenges like sleazy marketing companies, commoditization, and sluggish sales. You’ll find answers to these challenges in the articles below.

Chart Your Path To Business Growth

Chart Your Path To Business Growth

In the busy world of entrepreneurship and business growth, staying organized and keeping a clear vision is critical. This is especially true for managed service providers (MSPs). I can’t stress the importance of the accountability chart and its pivotal…

read more
The Power Of Live Events

The Power Of Live Events

With so much emphasis on technology these days, the power of in-person events is often overlooked. With the rise of AI, people are now become more distrustful of online resources; so now is the perfect time for you to jump on the opportunity to host…

read more
Craft Your Company’s Vision In 4 Simple Steps

Craft Your Company’s Vision In 4 Simple Steps

When you hear the terms “vision statement” or “company vision” vision can seem like an esoteric thing that doesn’t really have any substance. But a vision should give you direction. It provides purpose and a reminder of what you aim to achieve.

read more
10 Attributes Of An Ideal Client

10 Attributes Of An Ideal Client

One of my mentors asked me to define the qualities of my best clients. The ones I LOVE working with, and the ones who LOVE working with me. These are the types of clients I rave about publicly and privately. (And these are also the ones who…

read more
Simple 3-Step Webinar Plan

Simple 3-Step Webinar Plan

Webinars are a phenomenal way to get in front of a target audience and generate leads. It’s what we call a “one-to-many” tool in your sales toolbox that gives you a lot of bang for your time and effort. Have you ever wanted to do…

read more
3 Top Tips to Overcome Prospecting Angst

3 Top Tips to Overcome Prospecting Angst

“I hate prospecting.” Have you ever said that? If so, you’re not alone. As the Cybersecurity Sherpa who helps MSPs unlock their sales genius, I hear this all the time. So many of my clients complain about how they hate prospecting, how they’re not good at it,

read more
Avoid Becoming A Victim Of Marketing

Avoid Becoming A Victim Of Marketing

Every week I hear a horror story from a service provider who showed zero ROI (Return On Investment) from their engagement with a marketing agency or marketing service company. To be sure, some of those failures may be the fault of the

read more
A Small Shift That Leads to Massive Growth

A Small Shift That Leads to Massive Growth

? – See that question mark? That’s the key to shifting your mindset and growing your business. As a Cybersecurity Sherpa who helps MSPs scale and grow their business, I often talk to clients who seem to be on the

read more
The Secret Hack To Creating Great Content

The Secret Hack To Creating Great Content

It is a universal principle that successful CEOs tend to dream big. This can sometimes lead to a long to-do list. There is NOTHING wrong with setting lofty goals; but you must have the right systems, processes, and

read more
Stop Your Prospects From Ghosting You

Stop Your Prospects From Ghosting You

Ghosted. Again. In the marketing world, it’s not unusual that your prospects either respond sporadically and without much conviction, or even worse – they completely disappear on you. They ghost you, never to be seen again. And you’re back at zero. Been there, done...

read more
3 Tips To Conquer Fear In Sales

3 Tips To Conquer Fear In Sales

Are you allowing your own fear, uncertainty, and doubt to derail your sales process? You are not alone. So often, we know exactly what to do, but our feelings get in our way and take control. I can certainly relate to this. In fact, it became an issue for me when I...

read more
A Critical Sales Fundamental

A Critical Sales Fundamental

Are you familiar with the Vulcan Mind Meld? More importantly, what does that have to do with selling cyber security? Keep reading to find out. Often MSPs come to me and ask me to listen to a sales call recording or debrief a recent client interaction. Unfortunately, I...

read more
How Much Should An MSP Spend On Marketing

How Much Should An MSP Spend On Marketing

When it comes to MSP marketing, do you ever feel like you’re just burning your money? Do you ever ask if you’re spending way too much on marketing? Or maybe not enough? Is there a KPI that will show you exactly how much your MSP should budget for marketing?

read more
Death Of The Sleazy Salesperson

Death Of The Sleazy Salesperson

My first sales job was selling high end windows. My trainer had sold windows to almost everybody in a ramshackled part of town. We sometimes walked into these homes and pitched $50,000 worth of windows to someone whose entire dwelling wasn’t worth that much! He would...

read more
Building Your Cybersecurity Stack

Building Your Cybersecurity Stack

As a sales expert, I consult with Managed Service Provider (MSPs) and Managed Security Service Providers (MSSPs) to package, price, and sell cybersecurity solutions. (Typically, they’re selling these solutions to small and medium-sized business owners.) A haphazard...

read more
3 Ways to Remove Overwhelm

3 Ways to Remove Overwhelm

It is a universal principle that successful CEOs tend to dream big. This can sometimes lead to a long to-do list. There is NOTHING wrong with setting lofty goals; but you must have the right systems, processes, and resources to accomplish your business objectives. We...

read more