Cracking the Code to MSP Sales: Part 1 - Boot Camp

You have been busy executing your marketing strategy and have implemented an outbound telemarketing motion to attract new leads for your MSP. You have successfully connected with a prospect that is interested in your services and wants to meet with you. Now what?

In this first of a three-part boot camp series focused on the MSP sales process, this session will concentrate on the initial qualification meeting with a new prospect. 

In this session, we will review:

✔ How to develop an effective sales process for your MSP and learn what common mistakes to avoid
✔ How to conduct a proper needs analysis to define and uncover a prospect’s requirements to better qualify the lead
✔ How to optimize and improve your sales process to get better results

The goal of this first meeting is to ask the right set of questions to determine if there is a fit between your MSP and your prospect’s business. If so, you can move forward with scheduling a second meeting, where you would conduct a thorough network and cybersecurity assessment.  
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Chapters:
0:00 - Introduction
1:50 - Recap
7:59 - Benefits of Following a Formalized Sales Process
22:14 - B2B Buying Journey
31:39 - Designing your MSP Sales Structure
40:08 - How to Build a Scalable and Repeatable Sales Process
55:46 - Qualification Stage - Prospecting Questions
1:30:10 - Sales Meeting Debrief Checklist