1. How to win more deals

3. 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

4. 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

5. Where do I start?

6. Step 1: Create Your Sales Playbook

7. Sales Playbook – The Building Blocks
WHO
WHAT
HOW

8. Sales Playbook – The Building Blocks
WHO
WHAT
HOW

9. Sales Playbook – The Building Blocks
WHO
WHAT
HOW

10. Sales Playbook – The Building Blocks
WHO
WHAT
HOW

11. Sales Playbook – The Building Blocks
WHO
WHAT
HOW

12. Sales Playbook – The Building Blocks
WHO
WHAT
HOW

13. 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

14. Sales Playbook – The Building Blocks
WHO
WHAT
HOW

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

16. Sales Playbook – The Building Blocks
WHO
WHAT
HOW

17. 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

18. Questions ???

19. Mark Woldman | Partner
(949)