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Are You An Accidental Salesperson? As the MD or team leader of an MSP or IT company, you may find yourself torn by a myriad of responsibilities – including generating sales But do not panic. Where there’s a will, there’s a way. Here are some key steps you can take to systemise your sales process without having to employ sales professionals. Ramp UpSet aside time each day or week to understand how best to optimise your schedule so you make dedicated time to build your sales pipeline and attract and qualify new leads.Be YourselfSales can be daunting, especially when we try to overdo it and you can easily end up sounding like characters from movies or being overly salesy. Be the salesperson you aspire to be, not an imitation. Discard what you dislike about sales approaches and enhance what you love.Use a Proven Sales ProcessAs the person who knows the MSP sales process best, make sure you write it down so that you can use it, replicate it, and share it with your team to help with in outbound outreach. Begin with a Discovery phase, where you take control of the conversation and ask prepared questions to really understand your prospective clients’ pain points.Learn to Pitch & CloseMaster the art of presenting and pitching new business. Once you’ve built a relationship, smoothly guide your prospect towards making a purchase without causing friction or losing deals. Consider incorporating storytelling, following the six attributes defined by Paul Smith: a time, a place, a main character, an obstacle, a goal, and events.Track Progress Remember the adage: “You can’t manage what you can’t measure.” Conduct regular meetings to understand the state of your lead generation and pipeline. You can identify actions necessary to work towards your goals, leveraging Key Performance Indicators (KPIs) such as meetings attended, qualified opportunities opened, and the number of conversations held each week.If you don’t have time to take these key steps yourself, I can help. 

Encouraging Dialogue and a Healthy Lifestyle If you have internal or outsourced sales support for your MSP, it can be hard to assess how much value they are delivering. There are key aspects that every MSP MD or owner should recognise in their sales representatives to maximise positive behaviours, results-oriented attitudes, and revenue generation. Understanding these patterns and where there are gaps will empower you to swiftly achieve your revenue goals. I will talk about the following: Cultivating the Right Habits Identifying Essential Traits Prioritising Sales Well-being Many Managing Directors and SaaS company founders find themselves confused by methodologies advocated by “influencers” or outdated approaches that no longer align with modern sales engagement processes.If, as a Managing Director, you lack the time to engage directly in sales activities, you need to empower your Team Leader or Sales Manager to recruit individuals who are poised to spearhead your company’s growth. However, finding the right people isn’t the sole responsibility of an MD; it’s equally vital to develop them.To foster a sales workforce that operates at its peak, it’s crucial to consider certain characteristics: You might tell me, “Felix, our salespeople already do that, but we’re still not achieving desired results.”My response? s the execution aligned with the individual traits commonly found in top salespeople?”While the learning curve may be steep for new reps, with the right support, they can develop quality leads and close sales. Training them from scratch increases the likelihood of ingraining your organisation’s DNA into their way of working. Wellness advocate De Martini (2019) stresses the importance of linking every aspect of one’s job with the desired ultimate goals. Regular one-on-one sessions focused on performance and well-being transform collaboration into a genuine partnership, transcending the traditional employer-employee dynamic. To find out about my highly effective and affordable sales intensive training packages, give me a call on +44 7479494903

Why MSPs need outbound outreach in 2024 Being skilled and successful at prospecting is your best guarantee to consistent revenues. However, many MSPs and SaaS tech founders struggle with it due to mental blocks or lack of belief. According to Taskdrive (2019), 37% of trained sales professionals face challenges with prospecting. And if your main job is running your IT company, it’s likely to be even more outside your comfort zone! When you’re approaching cold or lapsed leads, you need to take care. We’ve all had those random, untargeted direct messages: Done properly, using a proven methodology, cold DM prospecting serves as a vital tool for expanding your business horizons and filling up your sales pipeline. It’s a way to break the ice and turn strangers into potential partners. While it might not be everyone’s preferred method, it’s a crucial aspect of growth. Leverage your positionManaging Directors and C-level executives of MSPs and IT companies have an advantage in sales, as they can leverage their positions to increase lead generation and progress opportunities. Although sales strategies are constantly evolving, gaining traction, nurturing opportunities, and closing deals remain achievable through a combination of research and action. Optimise your MSP low cost Sales EngineGiving your sales approach a friendly facelift is akin to adding charm to your pitch. Using inbound marketing and online content are crucial to help optimise your sales outreach as part of a targeted sales strategy. I have been building healthy sales pipelines and converting leads for MSPs and tech companies for a decade and have developed a sales methodology that combines the best of inbound marketing with outbound sales with tangible results. 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