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...
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...
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...
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? On the...
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...
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...
