{"id":59355,"date":"2018-07-31T10:28:10","date_gmt":"2018-07-31T15:28:10","guid":{"rendered":"https:\/\/www.pcmatic.com\/blog\/?p=59355"},"modified":"2018-07-31T10:28:10","modified_gmt":"2018-07-31T15:28:10","slug":"msps-vars-close-deals","status":"publish","type":"post","link":"https:\/\/www.pcmatic.com\/blog\/msps-vars-close-deals\/","title":{"rendered":"How Can MSPs and VARs Close More Deals?"},"content":{"rendered":"

\"\"<\/p>\n

By: Carrie Simpson, CEO, Managed Sales Pros<\/a><\/p>\n

If your IT company is having difficulty closing new deals, don\u2019t panic, you may be able to quickly change your approach and improve your results without making a major investment in any third party vendors, new software or new headcount. \u00a0Sometimes, the best fixes are the easiest ones.<\/span><\/p>\n

There are four basic things that you can change right now to increase your sales success. \u00a0<\/span><\/p>\n

    \n
  1. Volume<\/span><\/li>\n
  2. Target<\/span><\/li>\n
  3. Message<\/span><\/li>\n
  4. Cadence<\/span><\/li>\n<\/ol>\n

    I encourage you to evaluate all of them, then choose a place to begin, and change only one thing at a time. \u00a0If you attempt to change all of these things at once, your will team be overwhelmed by the fast and furious changes you\u2019re making, you won\u2019t be able to isolate where your original problem was or measure what changes made the most difference to your approach.<\/span><\/p>\n

    Volume is the easiest fix, and often the one that is ignored in favor of internet research, browsing LinkedIn, and sending elaborate personalized emails that never get read. \u00a0Are you making enough calls? Here at Managed Sales Pros, we get an appointment for our MSP clients about every 200 dials. A full-time sales executive can make approximately 80 outbound calls a day, assuming they are using industry standard calling software and connecting to ten percent of the people they speak to. \u00a0If your sales reps are spending 20% of their day doing research, that dial count drops down to 64. Alternately, If they only spend two hours a day dialing out, that\u2019s about 20 calls. That means one appointment every two weeks. Industry standard closing ratio is one out of three or four. That\u2019s one deal every two months. \u00a0See the problem? The easiest way to get more deals is to get more at-bats. The easiest way to increase at-bats is to dial up the volume of your calling program. If your sales team is spending more time off the phone than on the phone, your issue is probably volume related.<\/span><\/p>\n

    If you\u2019re calling the wrong people or the wrong types of businesses, you are wasting your dials and time. \u00a0Are you having lengthy conversations with people who can\u2019t make buying decisions? Are you calling companies that are the wrong size, or the wrong industry? \u00a0Are a lot of your calls just going nowhere? That\u2019s a target problem. When your targets are wrong, your sales programs fail. An hour-long conversation with someone who can\u2019t buy or hundreds of dials to companies that aren\u2019t the right fit are just two ways that target issues can cause your sales program to flounder. \u00a0To fix your targets, identify who you want to work with \u2013 what industries are the most technology dependent? Who at those companies makes the buying decision? Buy or build a lead list that is comprised of the targets you want to reach. Now prepare for that list to be very inaccurate, and invest time in removing all the junk, so you can proceed with a list filled with the right prospects. \u00a0Better data equals more opportunities to pitch the right thing to the right person. If you know you want to work with accounting firms with more than 20 employees, and your list is comprised of up to date contacts at companies just like that, and you just can\u2019t get any accountants interested in your offering, you have a different problem: your message.<\/span><\/p>\n

    Everyone wants to hear a story that is relevant to them. \u00a0That story will change by title and by industry. Don\u2019t expect the messaging you\u2019re using to pitch law firms to resonate with accounting firms. \u00a0Don\u2019t try to sell to car dealerships the way you sell to health clinics. While every person at a company should be interested in increasing the profitability and performance of their firm, every title has different challenges. \u00a0The challenges the CFO is facing will be different from the problems the CEO is working on solving, so your message will need to change depending on who you\u2019re talking to. It sounds complicated, but it doesn\u2019t need to be. Talk to your current clients \u2013 especially the ones which closely mirror the types of clients you\u2019re trying to win \u2013 they\u2019ll tell you what is important to them and why they love working with you. \u00a0Now create your message based on that feedback. Talk to different people so you know what motivates each potential buyer. Now hone your message to suit both the industry and the person you\u2019re calling.<\/span><\/p>\n

    You\u2019ve accelerated your initial outreach. \u00a0You\u2019ve cleaned up your data. You\u2019ve tightened up your messaging. \u00a0It\u2019s still not happening. Why not? It\u2019s possible you\u2019re not managing your sales pipeline effectively. \u00a0There are very few companies on that lead list who are at the exact right time in their buying cycle to consider making a change. \u00a0Reasonable people make changes to their business when it makes sense to do so. That likely means honoring contractual obligations to their current provider, and only making changes at times that are minimally disruptive to their business. \u00a0If you haven\u2019t caught them at that perfect time, you\u2019ll need to add them into a sales follow-up pattern \u2013 which is often called a \u201ccadence\u201d. Here, we just call it \u201cfollow up\u201d. People who are already engaged with competitors are your best prospects \u2013 they understand the value of your service already, and you know this because they\u2019re already paying someone else for it. A great prospect may not be buy-ready for a while. \u00a0Proper cadence ensures you\u2019re in the right place at the time when they ARE buy-ready. Miss that follow up call, and your competitor wins the deal you\u2019ve laid so much groundwork for. Create a process to keep on top of all of those \u201cnot yet\u201d leads. You can\u2019t win the deal if you\u2019re not top of mind. Noticing a lot of open and overdue tasks in your CRM or PSA? That\u2019s a pretty good indicator that your biggest sales challenge is cadence.<\/span><\/p>\n

    Volume, target, message or cadence? Isolate which of these challenges your sales team is facing, make the changes necessary, and start closing more deals! \u00a0<\/span><\/p>\n

    About Managed Sales Pros<\/h4>\n

    Carrie Simpson is the CEO of Managed Sales Pros, Inc. in Canada and Everywhere Managed, LLC in the US.\u00a0 Both companies focus exclusively on sales prospecting solutions for the technology industry.\u00a0 Carrie has been named to the VAR Guy\u2019s 50 Most Influential People in the Channel, and the MSPMentor 250.\u00a0 She was named one of Profit Magazine\u2019s \u201c5 Women Entrepreneurs to Watch\u201d list in 2016, and Managed Sales Pros the 25th<\/sup>fastest growing start-up in Canada in 2017 (Profit Magazine, Fast 50).\u00a0 Carrie was a finalist in the Technology Entrepreneur category of the Las Vegas Women in Technology Awards 2018.\u00a0 Under her leadership, Managed Sales Pros has experienced four year growth of over 620%.\u00a0\u00a0 Carrie\u2019s clients include Cisco, OpenDNS, Datto and dozens of technology resellers from New York to California.\u00a0 Carrie blogs on technology sales challenges for SmarterMSP, Datto, Channel Futures and Managed Sales Pros.<\/p>\n","protected":false},"excerpt":{"rendered":"

    By: Carrie Simpson, CEO, Managed Sales Pros If your IT company is having difficulty closing new deals, don\u2019t panic, you may be able to quickly change your approach and improve your results without making a major investment in any third party vendors, new software or new headcount. \u00a0Sometimes, the best fixes are the easiest ones. […]<\/p>\n","protected":false},"author":54,"featured_media":55214,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[4993],"tags":[5529,5068,5528],"class_list":["post-59355","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-pc-matic-pro-channel","tag-managed-sales-pros","tag-msps","tag-vars"],"yoast_head":"\nHow Can MSPs and VARs Close More Deals?<\/title>\n<meta name=\"description\" content=\"Get your MSPs and VARs to close more deals by addressing these four simple things. 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