Author name: Petals

Not all AI works the same and a one size fits all approach simply doesn’t cut it. Instead of adding more headcount, tap into the data you already have. With machine learning, you can analyse both structured data such as Salesforce or Gong and unstructured data like emails, support tickets or call transcripts to understand: What’s worked before and what hasn’t Why customers renew, expand or churn Which behaviours signal high or low value 3 ways to get the most from your data 1- Layer structured and unstructured data Combine CRM insights with conversational data to see the full picture. Machine learning can spot patterns that humans miss, such as how top customers consistently engage more with your team. 2- Identify your leading indicators Use AI to uncover what truly drives revenue. It could be time spent with a CSM, product usage, or support activity. Let your data guide you rather than relying on guesswork. 3- Focus on the top 30 % Often a small group of customers drives the majority of your revenue. AI helps you identify risk and growth potential in that segment so you can take the right actions early. Tools like Hook can do the heavy lifting by analysing trends, forecasting churn and surfacing opportunities. AI gives you likelihoods. It’s still humans who build trust and close the deal. Use the insight but trust your judgement. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

MSPs often rush through sales cycles, chasing quick wins while ignoring what actually makes deals complex. Behind every sale is a web of people, each with their own priorities and influence. Miss even one, and the deal can quietly stall or collapse. Here are five common mistakes MSPs make in complex sales — and how to avoid them. 1. Ignoring the Stakeholder Web Buyers don’t act alone. Most sales teams still aim at one or two contacts, often the perceived decision maker, and assume that’s enough. But more often than not, the final decision lies with a group, not an individual. Overrelying on one contact is risky. It narrows your influence and increases the chance of being blocked by unseen decision makers. You miss vital objections that could surface later and derail the deal entirely. Start with stakeholder mapping. Chart out who will be involved, directly or indirectly. Look for influencers, blockers and champions. Build relationships across that web, not just with the loudest voice. 2. Reading the room wrong Not all stakeholders are equal. Some hold more sway than others. Some might appear agreeable, but lack influence. Others may be quietly opposed, yet critical to the outcome. Treating all contacts the same means you risk wasting time with people who can’t help you or ignoring those who can block a decision. Failing to read the room weakens your position and clouds your strategy. Assess each person’s stance on your services and their influence. Are they on board, neutral or resistant? Do they carry weight in the decision? Prioritise engagement based on both influence and attitude. 3. Overlooking people’s agendas Even within one buying group, motivations differ. Operations, HR, finance and IT each see value differently. If you pitch a one size fits all message, you’re unlikely to connect. Pushing only your product’s general benefits misses the mark. Stakeholders want to know: how does this help me and my team? Pushing only your product’s general benefits misses the mark. Stakeholders want to know: how does this help me and my team?  Tailor your message. Show each stakeholder how your solution addresses their specific challenges. Then tie that value back to a broader business goal. It’s about individual relevance and collective vision. 4. Cut time wasting Many sales teams sink weeks or months into deals that never had a real shot. Often, this becomes clear too late after internal pushback, budget cuts or ghosting. Hoping attitudes will shift on their own is wishful thinking. The data shows lost deals take longer to close than won ones. That time adds up and drains resources.  Qualify early and honestly. If key decision makers remain firmly resistant, consider stepping back. Focus your time on deals where you have a real opportunity to influence the outcome. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Sales onboarding isn’t just a checklist, it’s the difference between a rep who ramps fast and one who burns out. When it fails, the cost isn’t just morale , it’s lost pipeline, wasted leads, and missed revenue. How do some of the reps feel?                                                                      (Reddit,2025) Here are 3 common reasons onboarding fails, what it’s costing you, and how to fix it. 1. Lack of Structured Onboarding and Training The SDR burned through 3,000+ leads with little to no conversion due to lack of training, wasting valuable data, CRM capacity, and brand goodwill. Tens of thousands lost in lead value, with fewer leads left for future reps.  Every MSP should build a 30/60/90-day plan that includes: Product training Persona and industry knowledge Live call shadowing and roleplay 2. Training, tools and lead access  Warm leads given to AEs only ; missed fast wins and pipeline generation. SDR stuck with low-quality data ; no ROI on lead databases or prospecting platforms.   Every MSP should provide SDRs tiered access to different lead types: inbound, MQLs, and high-fit accounts. 3. No Clear Expectations or Success Metrics The intern was told to “just do outbound” with no guidance on goals, KPIs, or what success looks like. Without metrics, managers can’t assess pipeline health or rep progression — leading to poor sales forecasting and missed quota targets.                                                                                                                                                                                                                                                            Every MSP should create a clear KPI dashboard during onboarding and walk reps through it.    Needing with this?  Get in touch!  Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

In the Managed Service Provider (MSP) world, it seems like acquiring other MSPs is the fast track to growth and wealth. Large MSPs and IT giants are snapping up smaller providers to expand their services and boost market share (MSPinfluencer, 2025). But is this the only way to succeed? Take the recent example of Network Essentials, which grew from $1.3 million to $4.1 million in just 3 years without any acquisitions. Their success shows that organic growth is still possible for smaller MSPs.  There’re tons of examples in the UK & the USA.  By focusing on niche services and providing personalised customer experiences, smaller MSPs can thrive without being swallowed up by larger competitors. To differentiate your MSP business: Identify a niche and create a strong value proposition Invest in technology and offer customisable solutions Provide exceptional customer service and build long-term relationships Strengthen your online presence and brand identity Leverage client success stories and monitor competitors Needing hands-on or coaching help with this?  Get in touch!  Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Most MSPs have the right tools in place (PSA,RMM, CRMs,etc…) to keep operations running smoothly. But when it comes to sales, manual follow-ups, slow proposals, and missed opportunities are still somoewhat common. AI sales powered tools change the game, automating lead generation, personalising outreach, and speeding up deals. Nowadays, the most successful MSPs will integrate AI seamlessly, helping them win more business and grow recurring revenue faster. AI-driven CRM tool A smart, AI-powered CRM is the engine behind scalable MSP sales, making lead tracking, forecasting, and follow-ups seamless. With the right tools, MSPs can prioritise the best opportunities and stay ahead of client needs. With the right tools, MSPs can prioritise the best opportunities and stay ahead of client needs. For instance, ✅ HubSpot Sales Hub (integrates with ConnectWise Manage, Datto Autotask, Kaseya BMS) – Automates pipeline management, lead scoring, and follow-ups, ensuring no revenue opportunity slips through the cracks. ✅ Salesforce Einstein (integrates with ConnectWise, SyncroMSP, Atera) and predicts deal success, delivers real-time customer insights, and prioritises high-value prospects, helping MSPs close more business, faster. AI-Driven Sales Engagement & Coaching tools There are AI-powered tools automate outreach and provide real-time coaching, helping MSPs convert more leads into long-term clients. ✅ Outreach.io (integrates with HubSpot, Salesforce, Pipedrive) and helps automate email sequences, track LinkedIn engagement, and analyse sales calls, making prospecting more effective. ✅ Gong.io (integrates with Salesforce, HubSpot, Pipedrive) – Records and analyses sales conversations, tracking objections and providing real-time coaching to help MSPs refine their pitch and close deals faster. More and more AI sales tools  will predict buying signals, recommend the best follow-ups, and coach MSPs in real time, ensuring they stay ahead of client expectations and competition. Stay up to date with AI sales technologies for MSPs! Get in touch for a R.O.I assessment and an AI sales tool usage recommendation brief to complement your tech stack  Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

.For Managed Service Providers (MSPs), upselling and cross-selling to existing clients is a cost-effective way to grow revenue. Here’s how to capitalise on these opportunities:  Prioritise Satisfaction To Maximise Your Revenue Satisfied clients are more likely to purchase additional services. By meeting SLAs, proactively addressing issues, and regularly checking in, you build trust. This makes clients more open to upselling opportunities like enhanced security or extra cloud storage as their needs evolve. Open Communication   Use plenty of time ahead of the renewal to assess their current needs and satisfaction levels. Understand what’s working well and where improvements can be made. By focusing on their immediate needs and how satisfied they are with your services, you create a more natural opportunity to introduce additional offerings that will truly add value.  Mitigate Additional Risks  To increase the likelihood of renewals and upsells, focus on 3 key steps: 1- Showcase achievements – Review the goals accomplished and metrics used to measure progress. 2- Revisit the Initial Decision – Reinforce why your client chose you and how that decision has delivered results. 3- Highlight the Risks of Change – Point out the potential setbacks of losing the progress they’ve made, emphasising the value of continuity. By focusing on customer satisfaction, maintaining clear communication, and planning ahead, you can increase retention and successfully upsell and cross-sell, all while building long-lasting, mutually beneficial client relationships. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Selling services like cybersecurity, vCisos, and compliance can be a challenge for many MSPs. Clients often don’t realise the importance of these services until it’s too late. To be successful, MSPs need to position themselves as trusted advisors, offering solutions, not just products, while avoiding a hard-sell approach:  3 QUICK FIXES Zero Bullsh*t Education  Rather than delivering a long, overwhelming webinar, offer a short 10 minute review of their IT risks, highlighting the most urgent issues and suggesting practical solutions. This approach keeps the conversation focused and relevant to the client’s business. No Industry Use Cases, No Problems  This approach keeps the conversation focused and relevant to the client’s business. You don’t need specific case studies to make a sale. Focus on building rapport and engaging in a real conversation about the prospect’s challenges. By listening closely to their pain points (whether it’s reducing costs or managing risk), you can show how your solution fits. When you connect personally and address their needs, the value of your offering becomes clear, even without an exact case study. Take a Consultative Approach for Cybersecurity Instead of selling a generic cybersecurity package, perform a phishing test on the client’s employees. When they see how easily staff can fall for scams, it demonstrates the need for stronger security measures, turning an abstract concept into something tangible. Many MSPs focus on selling the feature of their services but what clients care about is the business impact. Sales teams need to shift their approach, focusing on how these services reduce risks and ensure compliance. With the right sales traning, MSPs can build stronger relationships, address client concerns and secure long term contracts. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Outsourcing sales can be a smart move for cybersecurity businesses looking to grow efficiently. Here are three key reasons to consider it:  Lower Costs Building and maintaining an in-house sales team requires a high upfront cost. Recruitment, training, and employee benefits add up quickly. Add to that the fact that the average tenure for salespeople is just 1.5 years, and the cycle of rehiring and retraining becomes a recurring burden.      By outsourcing to a team already knowledgeable in cybersecurity, you eliminate these costs and significantly reduce the need for extensive training. Scalability Cybersecurity demands can shift rapidly. Outsourcing let’s you adapt to these changes by scaling your sales efforts up or down without the challenges of hiring, onboarding, and managing full-time staff. This flexibility ensures your team size always matches your business needs. Focus on Core Business With sales handled by experts, your internal team can dedicate their time and energy to refining cybersecurity solutions, improving services, and delivering exceptional client support. Outsourcing ensures that your resources are spent on what you do best, while sales professionals drive growth. By outsourcing your sales, you not only gain flexibility and expertise but also save on the time and effort required to train new hires, allowing your business to focus fully on innovation and success in the cybersecurity market. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Some Managing Directors are offloading business growth to AI and automation. While this offer significant efficiencies, the human cost is often overlooked, as every transaction involves people with emotions and needs. Shift in purchasing decisions AI-driven tools like “automated demo rooms” or “AI buyer tools” simplify decision-making by breaking down pros and cons tailored to specific needs. However, purchasing decisions in enterprises are still primarily made by humans, typically by C-suite teams of 7 to 8. This suggests that human-led business growth is here to stay in a complex sales. Finding Balance in the Age of Automation Tools like content marketing and email automation can enhance efficiency but should not replace human connection. Managing Directors who value human insight & critical thinking will hire people whose skillset go beyond just selling services to grow. Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Managing directors & Ceos sometimes regret investing in sales because the ROI is non-existent.  Yet, they cannot tolerate the status quo, as they frequently need more customers. This a recent Linkedin DM that has actually required zero investment in SEO, paid ads, salespeople and marketing spend: It is clear that the message ticks many of the qualification criteria. The prospect is ready to buy, has the budget, there is a pain point, and a timeline exists. At NO STAGE was there a discovery call, endless follow-ups, or a lead magnet, etc. This is the power of an optimised LinkedIn profile that speaks directly to your Ideal Client. clear to see that the message ticks a lot of the qualification criteria.The prospect is ready to buy, he has got budget, there is a pain and there’s a timeline. Topsalesdev encourage tech companies, MSPs & IT support services to take Linkedin seriously and focus on a few aspects: 1️⃣ Have a professional and compelling banner 2️⃣ Have an optimised title for your job role 3️⃣ Direct people visiting your profile to a relevant landing page via your Feature Section. 4️⃣ Have a few Linkedin recommendations about people talking about how great you are to work it. You will quickly see and feel the difference. If you need someone that sources and closes deals or trains your sales teams, get in touch ! Contact 7 Mistakes MSPs Make That Lose Sales in 2025 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now