Author name: Admin

Blog

3 Inexpensive Ways to Find New Clients!

Here is a short article on how MSPs & tech companies can grow their pipeline and find new clients organically using some of the most inexpensive ways. Sometimes what may happen is that MSPs & tech companies tend to indulge in paying upfront agencies on 3-6 month retainers without seeing significant returns or envelopes of money ranging from £100k to 500K involving Business Development Manager & Directors without seeing enough Return On Investment. Here are a few suggestions you may wish to consider BEFORE making major investments.                                                                      1️⃣ LINKEDIN This one platform is mysterious to some but vetted by most. There are 1 billion people on this international directory. I would advise founders to all look at the following aspects in order to grow their pipeline and close deals: Is your overall profile optimised and speak to your Ideal Client? How frequently do you add new prospects to your network? Do you attempt to do a hard sale or are you providing incessant value? It’s important to put yourself in the customer’s or buyer’s shoes and make the process simple for people I’m breaking down a simple process on the following video.                                                                   2️⃣ OTHER MSPS: Some customers may not be the right fit for you which may mean that you need to offboard them. They do not spend a lot, they are money pinchers, they keep on complaining,etc.. This may also mean that they could be suited for other MSPs who are used to those types of customers and can better cope with them ( through rigorous SLAs,etc..)                                                            3️⃣ STRATEGIC PARTNERSHIPS: I have had the chance to talk to MSPs that had influx of qualified leads thanks to key relationships with resellers aware of neglected clients that pay IT retainers without getting the support they deserve. For some of them, up to 95% of their business is coming from it. This IS an opportunity worth looking into. Contact 7 Mistakes MSPs Make That Lose Sales in 2024 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Blog

3 Solutions To Sell Cyber Security Products for Tech Companies

Today, we are going to explore another principle that can help MSPs sell more of their cybersecurity offerings.   Clients and prospects often show sales resistance because they believe they will be offered a bunch of tools they do not need.   As a result, MSPs struggle to sell cybersecurity products alongside their core services, leaving them caught in a crossfire, forced to deal with tighter margins and dissatisfied customers. Here are a few suggestions you may wish to consider to help upsell without friction as an MSP/tech company:   1️⃣ Spot the best Account Manager on your team. It might be you if you’re a one-person operation, but if you have a larger team, leverage your talent. Here’s why: The person with the best relationships is likely in the best position to spot buying triggers, such as fears of breaches or concerns about the ever-evolving and stringent standards surrounding cyber insurance, etc. By identifying these triggers, it becomes easier to map your customers’ needs and suggest the right solutions.   2️⃣ Use good old SEO! It’s crucial to have backlinks, optimized keywords, plenty of customer testimonials, and more. This serves as your passive, 24-hour publicity, speaking on your behalf. To understand where you stand with your SEO, you can use free tools like Buddler, which provide a snapshot of what could be improved.   3️⃣ You may want to look for more visibility in places where there is a high concentration of businesses that could potentially need your services. Consider connecting with local Chambers of Commerce, the Confederation of British Industry, etc.   The suggestions mentioned can help you avoid coming across as pushy and guide buyers along the journey you want them to take. Contact 7 Mistakes MSPs Make That Lose Sales in 2024 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Blog

Buying triggers with cyber tech products

Founders wanting to increase their conversion rates when selling cyber can discuss their clients’ needs by focusing on their buying triggers.   End users do not care about the technology that protects them; they just want to avoid any breaches. Here are a few buying triggers I believe MSPs should consider: 1️⃣ Customers want to be trusted by you. A small project or short-term job can pave the way for longer-term contract. 2️⃣ Customers fear being the next company in the news for a breach. 3️⃣ Customers know that their insurance may not be valid if they do not meet basic security requirements. 4️⃣ Regulations, laws, and frameworks are constantly changing, leaving customers with little time to stay updated. There’s no need to add complexity to the conversations. Just address the right topics with the right stakeholders to have meaningful conversations. Contact 7 Mistakes MSPs Make That Lose Sales in 2024 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Blog

“Lifestyle business” hypocrisy

Let’s discuss an ingrained issue that is not often addressed: client growth complacency. Some MSPs claim they want a ‘lifestyle business’ by sticking with existing customers to grow. Yet, when surveyed, their number one priority is finding new clients (CompTIA, 2024). MSPs often resort to short-term tactics that are misaligned with their business strategies, leading to losses and unnecessary stress.   1 – Is it cognitive? In the case of Managing Directors, there may be a dissonance between the outward preference for a lifestyle business and the internal drive or external pressure to pursue growth. 2 – Is it about control? For some Managing Directors, motivation might be influenced by the need for autonomy (control over the business), competence (feeling effective in their role), and relatedness (connecting with their team and clients). 3 – What to do? Here are some of the most conventional ways to grow a business. Most of us are familiar with these, the real challenge is to choose which are the ones that align with the company’s goals and values: Should you wish to refine your sales playbook or engage an outbound revenue partner as your extended arm, get in touch! Contact 7 Mistakes MSPs Make That Lose Sales in 2024 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Blog

How do you sell cyber security?

Today, I’m going to show you simple steps to be more effective at selling cyber security products. It matters because a lot of prospects and clients push back, feeling that cyber security protection is optional and/or that you are simply pushing products to them which triggers sales resistance. MSPs fail to sell cyber products in addition to their bread and butter offering and end up being caught up in a crossfire, left to deal with tighter margins and dissatisfied customers. 69% of buyers say “ Listen to my needs”   1 – Build your client profile One of the first things you should be doing is to understand what your Ideal Client looks like and build a client profile.   Once you have you’ve built an Ideal Client Profile , you should be asking questions that will help them understand which business areas require more support. You could be asking questions like the following: Are you protected against internal threats and accidental leaks? How secure is your document sharing and internal communication? How do you manage security risks for remote employees?   2 – Lead with fear There’s a myth that SMEs are less vulnerable than bigger corporations to cyber attacks. It’s important to know that a cyber attack on a small UK business costs on average £10,830 (Twenty-four.it, 2024), without considering the impact on reputation, which has a knock-on effect on suppliers, brand, etc. This figure may not be entirely representative of sector-specific attacks, which can be much more significant in terms of financial damage. 3 – Simplicity always wins   If you need a team to support you with your sales, one that you can bring on and make redundant upon satisfaction, consider an Outbound Revenue Partner like Topsalesdev that will handle the sales cycle from beginning to end. Get in touch! Contact 7 Mistakes MSPs Make That Lose Sales in 2024 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Blog

Are Professional services a “nice to have” for MSPs?

We’ll find out in this blog how professional services are either necessary for MSP or more of a “nice to have” option. Professional services tend to be one-off costs, project-based expenses that either add value or set MSPs back if they can do it all themselves. MSPs usually offer all-around IT help, but they might not have the know-how needed for tracking down threats, dealing with incidents, and digging into forensics. About 1/2 of businesses are short on basic cybersecurity skills, and a third are feeling the pinch when it comes to advanced skills. The need for specialist cybersecurity know-how is growing as businesses lean more on digital tech (Worldskillsuk, 2024). You might rely on a Managed Security Service Provider to keep your network safe, while bringing in professional services for a particular cloud migration project. Looking ahead, when it comes to future maintenance, you’re pretty much on your own with professional services. Once they finish the project, that’s usually it, and you’ll have to set up follow-up services or handle network maintenance yourself. That said, a lot boils down to quality collaboration, and whether you are considering large IT consulting firms like Accenture or the more specialist and agile ones such as Morgan Cyber Consulting, you can draw significant benefits. Here is a key piece advice from the consulting firm:”Once you get to the point you are big enough to have your own IT team I would recommend (even as an MSP) using your own team and pulling in PS when needed (Morgan,2024).” One-off: If you’re dealing with just one project, situation, or problem, ongoing support might not be necessary. You might not even need to pay anything at all. Targeted: Professional services tackle a specific issue. It’s simpler than a full project management solution but offers more adaptability than a basic task list. You can count on thorough support throughout most, if not all, stages of the process. Adaptable: You’re not limited to standard IT problems. A professional service provider can craft a solution for even the most unusual situations. In summary, professional services offer specialised assistance for specific IT issues, which MSPs really need, especially when facing problems like a lack of skills or resources, or navigating strict regulations. Getting support from experts not only solves immediate problems but also helps MSPs stay flexible and prepared for future cybersecurity challenges.

Blog

Commission or non commission sales reps?

Commission or non commission sales reps? In this blog, we will determine whether commission-only sales professionals could effectively work with modern Managed Service Provider (MSPs). Finding the right approach to increase sales through hiring salespeople doesn’t always yield desired results. As the Managed Service Provider industry experiences year-on-year growth, it’s crucial to devise the right strategy to avoid revenue loss. The issue lies in IT companies potentially allocating a significant budget to Account Executives /closers with an impressive sales track record, only to see no tangible outcomes. While this statement dates back a decade, it remains relevant. In this article, we will discuss: Pros & Cons Fit with MSPs Recommendations I recently discussed this with a Managing Director who considered this approach for his 10-employee MSP to minimise expenditure. It seemed like a quick fix for the wrong problem. If an IT support service company aims to sell low-ticket offers (3-4 figures) with a quick turnaround, it presupposes high-quality prospects and the MSP’s ability to onboard clients rapidly at a high rate, which isn’t always the case. If you’re considering commission-only reps as the preferred option, you should take into account the following: Your marketing and brand awareness are at the necessary level. You have a short sales cycle to enable your reps to leverage commissions. You have a well-defined sales process. You have robust service delivery. You have strong sales leadership and can provide sales training.  The best approach is to gain hands-on experience with the sales process. If it exceeds 2 months, consider having an in-house team of Account Executives (Commissioncrowd, 2024). While commission-only reps may be suitable for entry-level roles, they may lack industry-specific experience and familiarity with lengthy sales processes. Consider this: you may not be in a position to pay commissions to your staff within 3 months, leaving reps struggling to pay rent in the meantime. I believe it’s best to have Account Executives fully committed to your MSP without the stress of earning commissions when delivering compelling presentations to your long-term clients who seek a lasting partnership. 7 Mistakes MSPs Make That Lose Sales in 2024 Avoid these common pitfalls that could be hindering your sales success. Download my guide now. Download Now

Work Example

From Organic Growth to Buyout Offer

The Challenge A 20-person tech company aimed to double their sales within one year and transition away from relying solely on networking and referrals to increase revenue. The company dealt with long sales cycles and struggled with inconsistent access to Ideal Client information on readily available online databases (e.g., LinkedIn, agency calling lists), hindering the establishment of a consistent and reliable sales process. Despite hiring a VP of sales, the company did not achieve the projected revenue expectations. The Solution Topsalesdev provided training to the CEO over several sessions which was essential to deal with the limitation of buisiness data, accompanied by strategic sales advice to curve the problem. Additionally, Topsalesdev delivered a bespoke Sales Engine playbook to initiate selective conversations and develop targeted marketing and sales messaging to generate leads organically. The playbook included practical methods to reduce the sales cycle. Testimonial: “Felix’s expertise and dedication have greatly benefited our company, and I am confident that he will continue to deliver exceptional results in any role he undertakes. Felix has provided invaluable consulting services to our company, particularly in the creation of a sales playbook” Result The company overcame previous disappointments with marketing agencies by prioritising in-house lead generation and closing deals through the training provided, alleviating pressure on their bottom line. Their Sales Engine underwent a complete reboot. Furthermore, this success led to involvement in significant discussions regarding international and domestic investment, resulting in an increase in valuation.  

Work Example

Driving Revenue Growth in a Competitive Telecom Market

The Challenge A telecommunications company aimed to achieve $3M in revenue within 24 months, relying on existing customers in the UK & Switzerland to sustain operations. The challenge laid in developing a robust Go-to-Market strategy that aligned with customer requirements for a fairly commoditised product. The Solution   I decided to hire, train, and coach 7 representatives and leverage product enablement resources to generate and close leads in a territory with whitespace valued at $15M (Total Addressable Market). Testimonial: “Felix has been like a mentor and a coach to me. For the time we worked together, he was really helpful and motivated. He is really self-driven and sales-oriented. He has a true competitive spirit but also knows how to be a good team player”. Result In the span of two years, I grew the number of qualified leads generated by 60%, resulting in a 14% year-on-year increase in revenue.

Work Example

From Zero Training to Sales Savvy: A CEO’s Story

The Challenge A dynamic, small- scale enterprise set ambitious growth targets aimed to double their revenue without expanding their workforce or hiring additional salespeople. The CEO, lacking knowledge on how to proceed, sought a solution to increase sales organically. Relying on events and private members groups for traction fell short of their expectations. Your Solution I provided a personalised sales course for the CEO to enhance credibility with the company’s audience. Additionally, I assisted the company in identifying a specific Ideal Client to maximise return on investment and increase revenue velocity attainment. Ultimately, I proposed a B2B messaging structure that promised significant dividends. Testimonial: “I would recommend Felix and the program to anyone who has a valuableproduct or service but doesn’t know the best way to start conversations with potential interested parties”. Result Within a few weeks, the CEO secured an opportunity with one of the largest construction companies in the United Kingdom. The business is now poised for full expansion.

Scroll to Top

7 Mistakes MSPs Make
That Lose Sales in 2024

Download My Guide Now

By requesting this download, you acknowledge that the information you provide will be processed in accordance with our Privacy Policy.