How to win more deals

MSP Sales Challenges Highly competitive environment Referrals far less common 90% of small business owners polled said they know what “managed services” are SMBs do not recognize their need for your service

Keys to success Identify and understand your market You can’t be everything to everybody Speak their language Package your products to fit your market Make sure your solutions align with market needs Organize your sales and marketing Organization converts intention and ideas into results Create a Sales Playbook Repeatable, easy to follow processes lead to higher close ratios and shorter sales cycles

Where do I start?

Step 1: Create Your Sales Playbook

Sales Playbook – The Building Blocks WHO WHAT HOW

Sales Playbook – The Building Blocks WHO WHAT HOW

Sales Playbook – The Building Blocks WHO WHAT HOW

Sales Playbook – The Building Blocks WHO WHAT HOW

Sales Playbook – The Building Blocks WHO WHAT HOW

Sales Playbook – The Building Blocks WHO WHAT HOW

Sales Playbook – The Building Blocks WHO WHAT HOW This is a critical step Need to know exactly WHAT you sell in order to determine HOW to sell it Prospects do not buy conceptual solutions Helps you develop your story and team pitch Prevents the inside-out approach to brand development

Sales Playbook – The Building Blocks WHO WHAT HOW

Sales Playbook – The Building Blocks WHO WHAT HOW Intention x organization = results 100 x 0 = 0 10 x 10 = 100

Sales Playbook – The Building Blocks WHO WHAT HOW

Tools to include in your sales playbook Campaign Plans Prospecting Scripts Target Lists Territory Plan Activity Calculator ROI Calculator Qualifying Questions Workflows / Process Qualification Checklist Meeting Agenda Business Case Tools Cost Justification Templates Value Proposition Sample Proposals Objection Handling Scenarios

Questions ???

Mark Woldman | Partner mark.woldman@xcellerate.com (949) 954 - 6192