1. FormulaWon Growth Tracks
Virtual Sales Meeting
Sales Presentation Role Play
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2. members.trumethods.com/schnizz
Virtual Sales Meeting
House Keeping
Sound: VoIP or Telephone (Audio Pin #)
Type questions or raise your hand to speak
This webinar will be available in the Newsfeed
Next Webinar is Focus on Success
Thursday August 22nd at 2:00PM Eastern Time
Topic: 5 Qualities of a World Class MSP
When you're Schnizzin go to Schnizz corner!
members.trumethods.com/schnizz
© TruMethods, LLC All rights reserved

3. Inside Sales Champions
We’re experiencing dramatic results with the members of our Inside Sales Champions program
Go to members.trumethods.com/insidesales to learn more about how it can help your Inside Sales process
© TruMethods, LLC All rights reserved

4. Sales Presentation Role Play
© TruMethods, LLC All rights reserved

5. TruMethods Outside Sales Process
Copyright 2013 TruMethods, LLC

6. Copyright 2013 TruMethods, LLC
The Presentation
Prospect
35 users
Construction management firm
They pay $3,500 and we are $4,400
Current vendor for 3 years
Copyright 2013 TruMethods, LLC

7. Sales Presentation Role Play
© TruMethods, LLC All rights reserved

8. Awesome Technology Services
Infrastructure
Strategy
Support
Centralized Services
Monitoring
Patch Management
Anti-Virus / Anti-Malware
Backup & DR
Cloud Services
Network Administration
Proactive Technology Management
Best Practices
Implement “Your Company Way”
Virtual CIO
Business impact of technology
Technology Summary
Design Desk
Budget Planning
Remote Helpdesk
Onsite Service
How-to Questions
© 2013 TruMethods, LLC. All rights reserved

9. Network Admin Process
Copyright 2013 TruMethods, LLC

10. Awesome Technology Services
Infrastructure
Strategy
Support
Centralized Services
Monitoring
Patch Management
Anti-Virus / Anti-Malware
Backup & DR
Cloud Services
Network Administration
Proactive Technology Management
Best Practices
Implement “Your Company Way”
Virtual CIO
Business impact of technology
Technology Summary
Design Desk
Budget Planning
Remote Helpdesk
Onsite Service
How-to Questions
© 2013 TruMethods, LLC. All rights reserved

11. Technology Consulting Process
Copyright 2013 TruMethods, LLC

12. Awesome Technology Services
Infrastructure
Strategy
Support
Centralized Services
Monitoring
Patch Management
Anti-Virus / Anti-Malware
Backup & DR
Cloud Services
Network Administration
Proactive Technology Management
Best Practices
Implement “Your Company Way”
Virtual CIO
Business impact of technology
Technology Summary
Design Desk
Budget Planning
Remote Helpdesk
Onsite Service
How-to Questions
© 2013 TruMethods, LLC. All rights reserved

13. Copyright 2013 TruMethods, LLC
The Presentation
Business model
Confirmation
WHN
WHAWHN
Bookend
Copyright 2013 TruMethods, LLC

14. Copyright 2013 TruMethods, LLC
The Presentation
Summary
Explain to the prospect how you will deliver the results the prospect has ALREADY agreed they want.
Don’t ask the presentation to do more than it is designed to do.
Go back to Presentations parts 1 & 2 again
Copyright 2013 TruMethods, LLC

15. © TruMethods, LLC. 2013 - All rights reserved.
PBR Review
Welcome Bo:
8 employees
$16k MRR
Successful
Owner-led sales
© TruMethods, LLC All rights reserved.

16. © TruMethods, LLC. 2013 - All rights reserved.
PBR
Prospect
Solution
Seats
MRR %
Close Date
Date Entered 1
I know I need to change
FFF 40
$5,000
60% 2
Time for a change 8
$1,125
50% 3
Are you aware of this? 26
$2,200 ? 4
Hot then cold 24
$2,088
© TruMethods, LLC All rights reserved.

17. © TruMethods, LLC. 2013 - All rights reserved.
Q&A
How do I go back to existing clients and sell my new cloud offerings?
How do I deal with the “me too” vendors?
What about cloud tools that don’t line up with my pricing (i.e. backup, bandwidth, etc.)
© TruMethods, LLC All rights reserved.