The Secrets of Selling Over $20 Million in Managed Services Agreements - Giovanni Sanguily President,LeadMagz.

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Presentation transcript:

The Secrets of Selling Over $20 Million in Managed Services Agreements - Giovanni Sanguily President,LeadMagz

The Proper Mindset  Don’t under-estimate the value you bring to the engagement  Open your mind and use your IT knowledge and skills to be creative. Be a visionary!  Be confident in the engagement  Be in control of the engagement

How to Prepare  Research your prospect  Study their website  Use social media  Discuss findings with your team  Role play

Develop an Effective Process  A great process always beats great sales skills  Integrate marketing collateral to accelerate the sales cycle

The First Appointment  Bring someone with you  Get to know your prospect  Treat this visit as a discovery consultation  Never attempt to close on the first appointment

The Proposal  Spend time and money creating an ascetically pleasing proposal template  There should be graphical elements for every product or service you are offering  Always include a cost-savings analysis with your proposal

The Second Appointment  Discuss your findings with your prospect  Present your proposal & cost savings analysis  Bring marketing collateral to support the sale  Ask for the sale  Be prepared with a managed services agreement ready for signature

Q&A To access some of the tools we mentioned please download our FREE mobile app For more questions about MSP Sales & Marketing please feel free to contact me. (972)

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