Podcast featuring Jennifer Bleam I encourage my clients constantly to step into the uncomfortable. If they want to grow, they need to try new things and stretch themselves. And sometimes they grumble…while they execute. Anytime you step into something new, you’re...
Podcast featuring Jennifer Bleam In cybersecurity, you hear a lot about people, process, and technology. And so I’m playing with this model that MSPs can sink their teeth into: We have to market to create leads. Then we need to close those leads. So, we’ve got...
Podcast featuring Jennifer Bleam So obviously there needs to be a sale in there that needs to be a markup and there needs to be margin there and, and some profit. I love making it required. Here’s the challenge. And again, there is this threshold, and this is...
Podcast featuring Jennifer Bleam There are two arguments you must make to close a cybersecurity sale. Picture yourself standing before a judge; you’re the attorney; you must to prove your case. This will be done primarily during the discovery part of your sales call....
Podcast featuring Jennifer Bleam When the MSP salesperson walks in to a sales call, the prospect mentions this bump in the road, this little divot, if you will, that has caused them to call the MSP. It could be, “I don’t feel important anymore,” or, “I’m...
Podcast featuring Jennifer Bleam Selling cybersecurity is risk mitigation. It’s not promising that you’ll never get breached. It’s not promising bulletproof security. It is stating, “We will mitigate your risk. We are going to reduce your risk.”...
