THE THINK TANK

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…

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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,

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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

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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

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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

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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...

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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...

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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...

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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?

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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...

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