You’re in the business of sales, whether you’re willing to embrace it or not. Every managed services business is first and foremost a marketing and sales business. How else do you get new clients? Sure, you might offload that responsibility to a third-party, but there’s always challenges that come up, and chances are, you’re in the loop on those challenges to some degree.
But here’s the thing… Your sales challenges are more insightful than you realize. Because when you sit down and think about it, technology can solve a lot of the challenges outside sales team’s face. What do I mean? Despite the fact that most people think all salespeople do is sell, there’s actually a lot more work that comes with the position.
Behind every high-performing sales team is a lot of time spent prospecting, driving from appointment to appointment, recording meeting notes, and updating records with new information about prospects and clients.
So how is this insightful? Well, you’ve likely found workarounds to address your own sales challenges. Maybe you’re automating follow-up after a certain number of days or using the cloud to stay connected while traveling. You know what it takes to ensure a low cost of sales, which is crucial to your own ROI.
After all, having a low cost of sales requires you to spend MORE time with prospects who are likely to buy.
How should you be using this insight? It’s quite simple, really, target businesses with outside sales teams. Talk to them about what YOU know. How YOU resolved the same challenges they’re facing. Use this insight to your advantage.
Look at CPU, Inc. We were MSPs once. We know the challenges MSPs face and we connect with our prospects on a level that many cloud providers can’t. The MSPs thriving in marketing and sales are the ones using the same solutions they recommend to their clients: cloud-based CRM software, productivity tools, and other cloud solutions that minimize the “extra” work that comes with sales.
Over the past thirty years, I’ve been very fortunate to use my past MSP experience to better sell cloud services to MSPs and I urge you to adopt the same mindset. Use the insight you’ve been given through running a business, because at the end of the day, your sales team is no different than another company’s sales team. We all face the same challenges, but the thing is, you know how to address them with technology and the cloud – your prospects don’t.
